Sales

KEEP THIS LIST HANDY AS YOU READ THE FOLLOWING WORKS:

ATTITUDE
1.  The Magic of Thinking Big, David J. Schwartz, 1987.
2.  7 Steps to Freedom II: How to Escape the American Rat Race, Benjamin D. Suarez, 1979. 
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BEGINNERS & STARTING OVER  
1.  How I Raised Myself Up From Failure, Frank Bettger, 2009.
2.  A Foot In The Door – The Life Appraisal of The Original Fuller Brush Man, Alfred C. Fuller (1885-1973), 1960.
3.  Selling 101: What Every Successful Sales Professional Needs to Know, Zig Ziglar, 1991.
4.  To Sell is Human: The Surprising Truth About Moving Others, Daniel H. Pink, 2013.
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CLOSING THE SALE
1.   Secrets of Closing the Sale, Zig Ziglar, 1985.
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COLD CALLING
1.  No More Cold Calls:  The Complete Guide to Generating–And Closing–All the Prospects You Need to Become a Multi-Millionaire by Selling Your Service, Jeffrey Lant, 1993.
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THE COMPETITION
1.  Getting Everything You Can Out of All You’ve Got: 21 Ways You Can Out-Think, Out-Perform, Out-Earn Your Competition, Jay Abraham, 2000.
2.  How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee, Lawrence L. Steinmetz and William T. Brooks, 2005.
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BE THE BEST
1. Turning Pro: Tap Your Inner Power and Create Your Life’s Work, Steven Pressfield, Preface by Shawn Coyne, 2012.
2.  So Good They Can’t Ignore You: Why Skills Trump Passion in the Quest for Work You Love, Cal Newport, 2012.
3.  Selling to VITO: The Very Important Top Officer (Increase Your Commissions by Getting Appointments with Top Decision Makers Today!), Anthony Parinello, 1999.
4.  How to Master the Art of Selling, Tom Hopkins, 1980.   http://www.garynorth.com/public/department38.cfm.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, and many others. He also offers live public seminars in cities throughout the world. 

Tom has authored 18 books including How to Master the Art of Selling, Selling for Dummies and his latest release, When Buyers Say No

5.  How to Position Yourself as the Obvious Expert, Turbocharge Your Consulting or Coaching Business Now, Elsom Eldridge, Jr., Mark L. Eldridge, 2004.
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MILLION-DOLLAR HABITS MEAN GOOD LUCK
1.  Million Dollar Habit: Ten Simple Steps to Getting Everything You Want in Life, Robert Ringer, 2014.
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HOW to INCREASE SALES
1.  How I Multiplied My Income and Happiness in Selling, Frank Bettger, 1990.
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LEARN BY EXAMPLE  
1. A Foot In The Door – The Life Appraisal of The Original Fuller Brush Man, Alfred C. Fuller (1885-1973), 1960.
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SALES PERSONALITIES  
1.  The 8 Type of Sales People from the Harvard Business Review.
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NEGOTIATING
1. The Only Negotiating Guide You’ll Ever Need, Revised and Updated: 101 Ways to Win Every Time in Any Situation, Peter B. Stark, and Jane Flaherty, 2003.
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NETWORK
1. Never Eat Alone: And Other Secrets to Success, One Relationship at a Time, Keith Ferrazzi, 2005.
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PERSUASION
1.  Getting Through to People, Jesse S. Nirenberg, 1963.  The gentle art of persuasion is actually a matter of learning and practicing the proven techniques of communication.
2.  Reasoning, Michael Scriven, 1976.   $4
3.  Zero Resistance Selling, Maxwell Maltz, 1998.
4.  The Artist’s Way: A Spiritual Path to Greater Creativity, Julia Cameron, 1992.
5.  The Lazy Man’s Way to Riches, Joe Karbo, 1973.  

6.  Influence: The Psychology of Persuasion, Robert B. Cialdini, 1984.
7.  You Are the Message, Roger Ailes, 1989.
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SALES TECHNIQUES & STRATEGIES  
1.  Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective SellingFrank V. Cespedes, 2014.  $46!!! Give a listen to a review of his book.    
2.  The Secret of Selling Anything, Harry Browne, 1969.
3.  How to Sell Anything to Anybody, Joe Girard, 2006.
4.  Yes! 50 Scientifically Proven Ways to Be Persuasive, Noah Goldstein, Steve J Martin, and Robert Cialdini, 2009.
5.  The Sales Script Book: Proven Responses to the Toughest Questions, Gerhard Gschwandtner, 2008.
6.  The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less, Mark Joyner, 2005.

7.  How Power Selling Brought Me Success in 6 Hours, Pierce Posey, 2012.
8.   The 60-Second Sales Hook: How to Stand Out and Sell More Using the Power of Your Story, Kevin Rogers, 2014.
9.  Common Sense Sales Scripting: How to Use Sales Scripting to Supercharge Your Selling, Michael Senoff, 2011. $3 on 2/24/2015.
10.  Tested Sentences That Sell: How to Use “Word Magic” to Sell More and Work Less!, Elmer Wheeler, 2008.
11.  The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies, Robert B. Miller, (Author, Contributor),‎ Stephen E. Heiman  (Author),‎ Tad Tuleja  (Author),‎ J. W. Marriott (Contributor), 2005.  This book came recommended by Harry Hobbes.
11.  When it comes to selling, the book that comes to mind is Harry Browne’s The Secret of Selling Anything, 2008.  Other books by Harry Browne are: 
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SALESMANSHIP
1.  How Showmanship Sells:  A Master Salesman Reveals How He and Other Successful Men Use Salesmanship to Attain Their Business Goals, Elmer G. Leterman, 1965.
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SELLING TO THE TOP DAWGS
1.  Selling to VITO: The Very Important Top Officer (Increase Your Commissions by Getting Appointments with Top Decision Makers Today!), Anthony Parinello, 1999.

MISCELLANEOUS
1.  Grant Cardone books on sales.  And here is his university.
2.  The Robert Collier Letter Book, Robert Collier, 2013.
3.  Breakthrough Advertising, Eugene Schwartz, 2004.
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A pretty good list

TRY HUMOR
1. S. J. Perelman.  
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THE PSYCHOLOGY of SELLING
1.  The Secrets of the Amazing Kreskin, Amazing Kreskin, 1991.
2.  Don’t Sweat the Small Stuff and It’s All Small Stuff: Simple Ways to Keep the Little Things from Taking Over Your Life, Richard Carlson, 1996.
3.  The Social Animal, Elliot Aronson, 1972.
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LEADERSHIP
1.  The Sky’s the Limit, Wayne Dyer, 1980.
2.  In Search of Excellence: Lessons from America’s Best-Run Companies, Thomas J. Peters & Robert H. Waterman, Jr., 1982.
3.  Grinding It Out: The Making of MacDonald’s, Ray Kroc, 1977.
4.  The Autobiography of Knute Rockne, Knute Rockne, 1931.
5.  The Autobiography of Frank Lloyd Wright, Frank Lloyd Wright, 1932.
6.  Influence: The Psychology of Persuasion, Robert Cialdini, 1984.  Amazing that there is a PDF of this book.  
7.  Pre-Suasion: A Revolutionary Way to Influence and Persuade, Robert Cialdini, 2016.
8.  Dedication and Leadership Techniques, Douglas Hyde, 1963.  
9.  Attitude 101: What Every Leader Needs to Know, John C. Maxwell, 2003.
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CORPORATIONS
1.  Up the Organization: How to Stop the Corporation from Stifling People and Strangling Profits, Robert Townsend, 1970.
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AUTOBIOGRAPHY
1.  My Life and My Work: The Autobiography of Henry Ford, Henry Ford, 1922.
2.  The Autobiography of Frank Lloyd Wright, Frank Lloyd Wright, 1932.
3.  The Sky’s the Limit, Wayne Dyer, 1980.
4.  The Autobiography of Knute Rockne, Knute Rockne, 1931.
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FINDING MARKETS
1.  The Boron Letters, Gary Halbert, 2013.  Ben Settle says that’s it’s all about finding markets.  This McMethod is an interesting review of Halbert.  I am mixed by the reviews on this guy.  I should just read his best-selling work.  
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BEN SETTLE
Find his webpage and his podcastsHere is a list of his podcasts.  24 Tips for Tripling Your Success herePersuasion Secrets of the World’s Most Charismatic & Influential Villains, Ben Settle, 2016.

Part of his 24 tips, Settle says to read 10 books 10 times rather than 100 books 1 time each.  He sounds like Jim Rohn.  Settle mentions Schwartz’s book, Breakthrough Advertising.  Settle explained that you can get the book at Briankurtz.me.

Here is Ben Settle’s Fan Page.

Here are the other two Woods episodes with Ben here and here.

Have your email list and direct mail list that you’re backing up regularly.  And back them up.  Have a list of your customers. 

Back up your list daily on a thumb drive.  If you have your list, you can start selling to them too.  Have a list that you can get to at any time.  Value your customers.  They’re just trying to create an audience.  Create a list and an audience.  He cites the Book of Revelations. 

Beckys are virtue-signaling white girls.  

Not trying to build a product, but find markets.  Find problems that need to be served. 

If you read that book, 24 letters to his son on how to build a marketing business, is all about finding markets first. 

Most people have an idea for a product

Find markets of people already buying something, who have a problem and then find a product to sell them.  Much easier that way.

The tricky thing is building up the list can be hard. 

Making podcast appearances like this one.  Be on Ben Settle’s email list. 

You’ll get a free education every day. 

He doesn’t do paid traffic, like Facebook.  He was using Google AdWords.  Do it all.  Write articles and put them on article directories. 

GETTING RESULTS 
1. The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results, Gary Keller & Jay Papasan, 2013.
2.  Getting Things Done: The Art of Stress-Free Productivity, David Allen and James Fallows, 2015.
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