5 More Books You Should Read
The most read article in the history of the website was the Top 5 Sales Books You NEED In Your Library. I've cheated a little here. Some of these aren't sales books. But I believe they are all critical in the construction of a great salesperson.
The Icarus Deception by Seth Godin: This book focuses on the idea of creating art in whatever you do, and leaving something behind for people to remember you by. The more we think of ourselves as artists, rather than salespeople, the more creative we will be within the sales process. Being a salesperson is straightforward. Being an artist is thoughtful and imaginative. This book does a great job outlining the differences. It was the book I read that got me to create Get After It Sales.
The Art of Persuasion by Bob Burg: To me, this book is the natural follow up to The Go-Giver Sells More. Selling is persuading, not batting people over the head with information. There's an art to what we do to make it feel like it's the client's decision when they purchase, and this book discusses persuasion in a way that puts the buyer and seller on the same side of the table. Brilliant book.
The Power of Habit by Charles Duhigg: I was alerted to this book by a friend in the industry...and they know me very well. One of the most important things to becoming a consistent salesperson is our ability to create positive consistent habits. This book talks about how habits are formed and how you can aim to change them. It's incredibly scientific in its discussion on it...but in an incredibly fascinating way. Habit and consistency (The Power of Consistency by Weldon Long was in my last iteration) are two of the most critical sales skills in 2018...so this book is absolutely worth the read.
Go for No! by Richard Fenton & Andrea Waltz: Listen, is this book's premise a little cheesy? Sure. Is this book a spot on challenge for those of us in sports who avoid no's like the plague? Absolutely! There isn't a sales office that avoids no's more than sports does, and this book shows the value in getting no's in a way that, like I said a little cheesy, is extremely powerful. It's a short book, but a very powerful & thoughtful read.
Selling is an Away Game by Lance Tyson: There seems to have been a surge in sports business writing over the last year...and that's really exciting. I started this website because I didn't think there was enough. Phenomenal books by lots of people I have a tremendous respect for, but the best, for a ticket seller, is Lance's book. In my last article, I wasn't all the way through it. I am now. And it's just really freaking good. Lance does a great job boiling his high intensity sales training to its most important and powerful points. It's hard to push your sales training into written format, I know, I've tried, but Lance does it brilliantly.
We became the people we are today because of what we read. The more we invested in reading when we were younger shapes the person we are today. That should not stop. Those who choose to make time to continue to read, develop, and grow will be the ones who become the best salespeople and the future leaders of this industry. The people who influenced me at CEB gave me my first sales books. The people who influenced me at NBA's TMBO group gave me books to read. And on, and on, and on. This is my way of continuing that tradition...and I hope you continue to take me up on reading these!