sales Book Summaries

DotCom Secrets is a guide to building a successful online business using marketing funnels. Russel Brunson teaches how to grow an online audience with email marketing, multiply profits with "value ladders," and even provides exact scripts to create our own sales videos.

$100M Offers teaches business owners how to create offers that sell, while at the same time charging higher prices. Alex Hormozi says we can provide more value to our clients or customers, by making an offer that uniquely solves ALL the obstacles in the way of their true desire.

The Challenger Sale explains how to sell more effectively, especially if you're involved in large, complex, B2B sales. The authors backwards-engineered what exceptionally high-performing sales people called "Challengers" do. Their advice focuses on teaching the customer valuable insights about their business, and being assertive pushing the sale forward.

Secrets of Closing the Sale is a considered a must-read by many sales professionals. Zig Ziglar shares a lifetime of time-tested selling techniques that are based on honesty, enthusiasm, and empathy.

To Sell Is Human is about "non-sales selling" or, how to persuade others. Daniel Pink argues that sales skills are more essential than ever because "moving others" has become a part of most careers and businesses. His advice centers on the new ABCs: Attunement, Buoyancy and Clarity.

SPIN Selling is a framework for sales conversations, it is especially useful for selling higher-priced products and services. Neil Rackham conducted research that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: Situation, Problem, Implication and Need-payoff.

Getting to Yes is the most important book on negotiation, according to many professionals. It comes from leaders of The Harvard Negotiation Project, who wanted to help people negotiate agreements with less time and friction. The four steps of the method are: people, interests, options and criteria.

How to Win Friends and Influence People is a guide to getting along with others. Dale Carnegie says people are "creatures of emotion" that desperately desire a feeling of importance. We can provide that feeling with our sincere enthusiasm, consideration, interest and appreciation.

The 10X Rule challenges us to set targets 10X larger than before and then take 10X the action we believe is necessary. Grant Cardone says achieving success always takes exponentially more effort, time and money than we think. We always set our goals too low and underestimate the challenges we'll face.