Books That Every Agents Should Read ?

J-da · 06-15-2009, 08:49 AM

Wow I have a lot of reading to do! I am currently reading "How I Raised my Self from Failure to Success in Selling" and the next one will be "How to Win Friends and Influence People" and now I have a huge lists of books in my wishlist too. Thanks for sharing.

bobrichards · 06-15-2009, 12:56 PM

Recommend:
SPIN Selling
Question Based Selling
Most agents can't sell. They have a very low close ratio. These 2 books will make the difference.
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Recommend:
SPIN Selling
Question Based Selling
Most agents can't sell. They have a very low close ratio. These 2 books will make the difference.

arnguy · 06-15-2009, 02:15 PM

Originally Posted by bobrichards

Recommend:
SPIN Selling
Question Based Selling
Most agents can't sell. They have a very low close ratio. These 2 books will make the difference.
- - - - - - - - - - - - - - - - - -
Recommend:
SPIN Selling
Question Based Selling
Most agents can't sell. They have a very low close ratio. These 2 books will make the difference.

What happened, Bob? Did you have a hiccup or is the double posting for emphasis?

robliano · 06-15-2009, 10:56 PM

Actually Caliban, the most successful people I know work smart and hard, that's why they're successful.

Don't buy into the archaic cliche promulgating that hard work is unnecessary.

robliano · 06-16-2009, 09:57 AM

The Liano way is not for everyone either so I appreciate what you're saying. Focus is critical, so many people are on facebook or these forums all day, and if you're not adding or receiving value, it's pointless, isn't it?

Also, Earl Nightingale defined success as:

The progressive realization of a worthy ideal (or goal)

.

Originally Posted by Caliban

I respect what you are saying, but it is a slippery slope back to "work for work's sake", and a subjective definition of what "success" is. As I have confessed in other posts, I do work very hard to not work hard--wait, "hard" is not the right word, more like "focussed". If it is hard, I don't do it. If it is hard and necessary, I can have someone else do it. Very few things should be hard, however.

If the "hard" part you mention provides greater satisfaction, then by all means do it--work up a sweat. But if you find yourself working really really hard, just know that you are probably not doing it right. When you are doing something truly right, it is not very hard. The trick is doing it right though. Unfortunately, most advice agents get just leads them back to doing things harder.

Certainly, wherever you are, be there 100% in mind and body--maximum effort and attention. (In agency, if you are at your desk, get the most important stuff done as fast as is humanly possible--don't shop on e-bay waiting for something to do.) Is that hard? Maybe for some. I see that as efficient and focussed.

But being on the hamster wheel is not the goal. NOT being on the hamster wheel is.

Caliban's way is clearly not for everyone.

YouGotMyMoney · 06-16-2009, 11:07 AM

I recommend " The Closers"

The Closers - Google Books

moonlightandmargaritas · 06-16-2009, 11:11 AM

Originally Posted by YouGotMyMoney

I recommend " The Closers"

Yes!

Any book that has a section called "Manipulating The Customer" has got to be a classic.

YouGotMyMoney · 06-16-2009, 11:44 AM

Your right Moonlight, it is a classic!

robliano · 06-16-2009, 01:09 PM

Is that rhetorical? Are you bored due to all the short cuts? LOL

Originally Posted by Caliban

Ah. But what if I reach a goal rapidly by taking some serious short cuts? Assuming it is a worthy goal, does that make it less of a success than if I ground my way up through various stages?

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You also missed Earl's message. The goal itself is not success, but the progressive realization of it.

That's why people feel let down after they hit a goal, because they often have no other goal in their sites to go after.

He uses Xmas morning as an example, children are more excited before opening gifts than after. The anticipation and progress is exciting!

Originally Posted by Caliban

Ah. But what if I reach a goal rapidly by taking some serious short cuts? Assuming it is a worthy goal, does that make it less of a success than if I ground my way up through various stages?

arnguy · 06-16-2009, 02:27 PM

Rob, does that apply to sex, too? Is the anticipation more exciting than accomplishing the goal?

robliano · 06-16-2009, 02:31 PM

I guess it depends on who the goal benefits most, ha ha!

Originally Posted by arnguy

Rob, does that apply to sex, too? Is the anticipation more exciting than accomplishing the goal?

ccIowa · 06-16-2009, 05:37 PM

I'd like to second the recommendation for SPIN Selling and further suggest you get the Fieldbook rather than the text.

The text goes into all the details about the research and the Fieldbook focuses on putting what you learn into action.

moonlightandmargaritas · 06-16-2009, 05:41 PM

Originally Posted by arnguy

Rob, does that apply to sex, too? Is the anticipation more exciting than accomplishing the goal?

Originally Posted by robliano

I guess it depends on who the goal benefits most, ha ha!

Female: "Who you gonna satisfy with that little thing?" Male: "Me."

xrac · 06-16-2009, 09:52 PM

Wow I am excited. I just snagged "Savage on Selling" by John Savage (1994) off of Ebay for $4.99 including shipping. What a steal and an addition to my collection of John Savage. This should be another great book.

robliano · 06-16-2009, 10:18 PM

Let us know how it is!

Originally Posted by xrac

Wow I am excited. I just snagged "Savage on Selling" by John Savage (1994) off of Ebay for $4.99 including shipping. What a steal and an addition to my collection of John Savage. This should be another great book.

beatuplunchbox · 06-16-2009, 10:18 PM

The Millionaire Next Door
By Thomas J. Stanley & William D. Danko

A pretty good read about real success...

HoosierDaddy · 06-17-2009, 12:20 AM

What a great thread....

It has been mentioned, however for me the book/audio cd, that has had the most positive impact on not only selling but my life is "The Slight Edge" by Jeff Olson... The Slight Edge is always working... You are either getting better or your getting worse...

robliano · 06-17-2009, 08:21 AM

Agreed, I listed that book early on in this thread but it bears repeating!!

Originally Posted by HoosierDaddy

What a great thread....

It has been mentioned, however for me the book/audio cd, that has had the most positive impact on not only selling but my life is "The Slight Edge" by Jeff Olson... The Slight Edge is always working... You are either getting better or your getting worse...

stuy119 · 06-17-2009, 10:36 AM

If you have ignored advice about reading "The Wedge," you're doing yourself a disservice.