Sales Reading List
" The Next Contractor"
by John R. Hall - 226 pages -
Infinity Publishing. What is the best way to learn about running a business?
From a textbook or from real life experiences? If you chose the latter then you
will want to read The Next Contractor. This is the story of how one person seeks
advice on what it takes to be the next successful heating and cooling contractor
in his community. Through conversation with a smart business owner during a
weekend fishing trip, he (and YOU) will get tips on how to run a successful
business, based on the real-life opinions of over 100 contractors interviewed by
the author.
"Multiple Streams of Income" by Robert Allen - 352 pages - Wiley. Robert is author of the rags-to-riches real estate bestseller Nothing Down for the '90s presents advice drawn from 20 years of writing and promoting get-rich books through seminars, infomercials, and home-study courses. In Multiple Streams of Income, Allen shows you how to create income with little or no investment. Says Allen: "Today, very few families can survive on less than two streams of income. In the volatile future, you will need a portfolio of income streams--not one or two--but many streams from completely different and diversified sources."
"The One Minute Millionaire"
by Mark Victor Hansen & Robert Allen. Simple wealth building techniques and a great story. Two books in one. These guys have lived it, done it. This book is a must. I had one paradigm shift after another.
"How To Win Friends And Influence People"
– Dale Carnegie – One of two best selling self-help books for over 60 years! Aren’t you just a little curious why? Read, re-read, study and apply.
"Think And Grow Rich" – Napoleon Hill – The other one. A must read, some say annually. A textbook for success, with tools. If you’re serious. 374 pages.
"Acres of Diamonds" – Russell Conwell – Well, okay, maybe there’s a third classic…this one! What does the marketplace want? Business is booming right in your backyard? Absolutely! 63 pages.
"The Effective Executive" – Peter Drucker – How to get the right things done. A timeless book on time management/effectiveness for the professional. 174 pages.
"The Instant Millionaire" – Mark Fisher – A delightful and immensely useful fable, this time on the laws of wealth and happiness, well told and inspiring. 131 pages.
"The Biographies of": Ben Franklin, Oprah Winfrey, Teddy Roosevelt, Winston Churchill, Eleanor Roosevelt, Gandhi, Bill Gates, Frank Lloyd Wright, Thomas Edison, Rose Kennedy.
"Time Management" – Richard Winwood – The author was one of the founders of the Franklin Planner. It’s a simple, profoundly practical little book filled with great advice on how to get more from your life by enhancing your personal productivity. 166 pages.
"Man’s Search For Ultimate Meaning" – Victor Frankl – Discouraged? Feeling sorry for yourself? So you think you have it bad? This one will make you grateful. The author survived a Nazi Death camp and relates his methods that have profound implications for us all. A must read. 212 pages.
"Swim With The Sharks" – Harvey Mackay – An inspirational and highly informative series of business primers that are instructive and entertaining. 273 pages.
"Ten Greatest Salespersons" – Robert L. Shook – An amazing collection of ideas and philosophies from some of the all-time greats in selling. 195 pages.
“Words That Sell” – Richard Bayan –
Contemporary Books – 128 pages The Thesaurus to help you promote your
products, service and ideas. A single source for Words That Sell, a
bottomless tackle box filled with glittering lures.
“Soft Selling in Hard World” – by Jerry Vass – Running Press – 230 pages This book is about the game of selling. A handbook filled with the mechanics like¼ “The Law Of Price” = “If you can’t explain in words why your stuff is worth your asking price, then it isn’t!”
“Selling to the Top” – by David Peoples –
John Wiley & Sons – 233 pages Proven strategies for getting your foot in the top
executives’ door, building a relationship and making the sale.
“Selling Microsoft” by Doug Dayton – Adams Media Corporation – 306 pages – Doug became a Microsoft Millionaire by developing a methodology that works. His “Client-Centered” Selling System focuses on the most important person in the selling process. A must read.
“How I Raised Myself From a Failure to a Success in Selling” Frank Bettger – 274 pages. Prentice Hall – This book rocked my world as sales rep. I read it every year for 10 years. Written in 1927 by one of Dale Carnegie’s friends, it’s a wonderful story of resilience. Packed full of sound sales principles, a must read for anyone in sales. I own five copies, including an original hard cover. J
