sales Book Summaries

Influence is about six principles of persuasion useful for sales, marketing and negotiation. Professor Robert Cialdini says certain triggers can influence human decisions almost automatically. The six principles are: reciprocity, consistency, social proof, liking, authority and scarcity.

Never Split the Difference shows how to win negotiations and communicate more influentially. Chris Voss perfected his techniques over 25 years at the FBI, negotiating with kidnappers and terrorists. He says we should work with emotions not just reason, demonstrate empathy, use open-ended questions and educate ourselves about cognitive biases.

Contagious shows how entrepreneurs and marketers can make their content more viral and products more shareable. Jonah Berger simplified years of his research into six principles of contagiousness which are: social currency, triggers, emotion, public, practical value and stories.

Pre-Suasion shows a new side of influence. It's about everything that happens BEFORE you ask someone to say yes to your proposal. Professor Robert Cialdini has distilled hundreds of scientific studies to prove that how you FRAME a message from the beginning is crucial to its success.

The Art of The Deal is not a how-to book. You get an inside look at big deals Donald Trump made in the 1980s building his empire, including Trump Tower. Whether you love or hate Trump, you'll learn a lot about sales, publicity and negotiation.

The Prosperous Coach will help you create a coaching business that is profitable AND fulfilling. You'll learn how to create clients through giving a powerful experience of coaching. Steve and Rich also share their best tips to become disciplined, charge higher fees and sell with confidence.