2024 Author: Malcolm Clapton | [email protected]. Last modified: 2024-01-07 22:45
Guest article from Andrey Mayboroda, CEO of GreenBusiness. Whether you want to gain personal sales experience, become a professional salesperson, or start your own entrepreneurial journey, there is a lot of learning to do to accelerate your progress and achieve results faster. The article tells the story of how eight wonderful books can help along this path, each of which will mark a separate stage in professional development.
Episode 1. Young, ambitious, promising
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Neil Rackham SPIN sales#selling_as_system # needs # retrieving_requirements # spin cycle |
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You realized that selling is a process with its own nuances and its own structure. This structure has its bottlenecks and success rates. It seems to you that the selling process in this book is complex, but you have learned the main thing: the identification of needs determines the fate of the transaction. Recognized sales master Neil Rackham's book helps you develop a systems view of sales.
Episode 2. The first six months on sale
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Tadao Yamaguchi Trade path#sales_as_path # real_cases # eastern_wisdom |
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You gain real experience of sales from month to month, plunge into diverse situations every day. You understand how many subtleties exist in the sales process, how important it is to take them into account, and you absorb wisdom. The book of the Japanese practical entrepreneur Tadao Yamaguchi enriches you with the experience of many real situations that you observed and in which you yourself found yourself, and the refined wisdom of the East in the work of a merchant.
Episode 3. Good theory is necessary for successful practice
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Victor Ponomarenko Practical characterology#characters #diagnostics_personality # motives_and_aspirations # 7_radicals |
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Having worked for some time, having experienced both overfulfillment of the sales plan and non-fulfillment, you realized that consistency is important in the work of a salesperson. You were looking for any knowledge that will help you build an effective negotiation system, and you found a book by Viktor Ponomarenko. She turned not only your understanding of the negotiation process in business, but also your personal relationships. After reading Practical Characterology, you now deeply understand both the deep motives of other people and your own.
Episode 4. Every deal is a small masterpiece
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Dan Roham Visual thinking# visibility # visualization # drawing_in_process #presentation |
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You have developed a positive trend in personal sales results and now you get a taste. Every deal, every negotiation seems to you a unique piece, a work of art, in which you need to show all your creative abilities. You come to the presentation in a special spiritualized mood, and so that they pass "with a bang", you are actively improving your presentation skills. You have noticed that the clarity and visual appeal of materials is of particular importance, and therefore you have mastered advanced visualization skills. With visualization tools gleaned from the book Visual Thinking, you cause a wow effect in every third case. Good result.
Episode 5. Connoisseur of the Human Soul
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Robert Cialdini The psychology of influence#influence_ psychology # soul_strings # soft_power |
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You've been working in sales for a while now, you're successful, and here's what you noticed: you give your best at every presentation, try to implement every deal, but still not every one gets done. This is because not in every transaction you can convince, prove, convey - even if you understand the psychotype of a person. This is because, in addition to the iron logic of persuasion, the laws of suggestion act on a person. And they sometimes act much stronger. An expert on the psychology of influence, Robert Cialdini generously shares the secrets of how to inspire confidence, win over yourself and make deals start to go like clockwork.
Episode 6. Young Jedi Sales
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Stephen R. Covey 7 skills of highly effective people# personal_efficiency # empathy # to do more |
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You achieved your first significant sales successes: you attracted new customers, exceeded the plan, declared yourself as a young strong professional. Let me guess what you think about? "How can I manage all this and not go crazy." An exciting moment in your career - the swirling river of commercial success quickly carried you to a wide sea of business opportunities. At this moment, in order not to drown in a large number of things, to do more, work the same amount, reach agreements faster, get better results, you are seriously engaged in your personal efficiency. And the best help for this is the legendary book of the incomparable Stephen Covey, which has already forged hundreds of thousands of successful managers and entrepreneurs.
Episode 7. Secret Map of Success
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Joe Vitale The secret of attraction# prosperity # attraction_goals #thinking_the rich |
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Sometimes, when you really want something to work out, everything goes like this. And sometimes money flows away as if through fingers. These are all links in the same chain. Since you are now interacting with the energy of money, you are interested in studying its laws. To do this, you use the advice from Joe Vitale's book The Secret of Attraction. The author has demonstrated in his life that you can attract prosperity, even if you are poor and you do not have any starting opportunities. For you, as a salesperson, this is understandable and close.
Episode 8. Thinking like a businessman
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Robert T. Kiyosaki Cash flow quadrant#thinking_like_businessman #talking_money #financial_freedom |
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And now, you fell in love with sales, you are dragged away from this process. You enjoy the excitement of negotiations, you are happy to present unique proposals that are difficult to answer with a refusal. Your company is flourishing as you are. It has become clear to you long ago that the key to truly big sales - and great opportunities - is to think like a businessman. Understanding how a business person with finances thinks, it is always relatively easy to offer what will interest him. More importantly, if you are not thinking like a businessman, it is immediately felt and your potential client is unlikely to be able to entrust you with their money. Having learned this and read the fascinating book The Cash Flow Quadrant, you are standing on the shore of limitless opportunities in sales and entrepreneurship.
And you know that now you can handle everything.
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