There are four books that I will call the four pillars of sales success. They are as follows: How to Win Friends and Influence People by Dale Carnegie, The Secrets of Closing the Sale by Zig Ziglar, SPIN Selling by Neil Rackman and The Challenger Sale by Matt Dixon.
Who makes a good salesperson? One of the most common answers is someone that is good at relationship building. I would agree with this answer with one slight caveat and that is the ability to close. I will talk about this when I write about the second pillar.
This was written more than sixty years ago and the rock-solid, time-tested advice in this book has carried thousands of now famous people up the ladder of success in their business and personal lives. This book contains the:
* Three fundamental techniques in handling people
* The six ways to make people like you
* The twelve ways to win people to you way of thinking
* The nine ways to change people without arousing resentment
The key ingredients in my opinion is to deter or avoid conflict, demonstrate sincere interest in the other person, be a good listener, show appreciation, ask questions, and always work in a positive way.
This book works great for how to stay married! 🙂 This is the one book in the four pillars that I would recommend to anyone even if they weren’t going into sales. An excellent read!
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