Category Archives: sales

My Top 10 Favorite Books on Success & Self Improvement

I recently made a goal this year to sit down in apply myself to reading 10 pages per day.  I figured if I could get in the habit of reading just 10 pages per day (20 to 30 minutes or less), by the end of the year I would have read over 3500 pages of something.  Most books are around 200 pages in length, so by doing this, I could read at least 10 new books this year.

In the past up until now I have read some pretty amazing books and for any of you that just aren’t satisfied or would like to continue to grow in this journey called life; I want to share with you just 10 books that I have had a profound affect on my life.  So here it goes, my top 10 list of books that have changed the way I look at things and had a deep impact on my life.

  1. The Bible – The inspired word of god is made up some amazing stories of men that struggled in life and were able to overcome great obstacles with God on their side.  Whether you believe in the stories or not, The Bible has definitely had an impact in my life.
  2. Rich Dad Poor Dad by Robert Kiyosaki– When I had first picked up this book about 10 years ago I had all but given up on the idea of being my own boss.  I was quite content just making a living working for someone else and really had never examined some of the ideas that were laid out in this book.  I highly recommend you read it if you have any interest in investing or becoming an entrepreneur.
  3. As a Man Thinketh by James Allen – This book was originally published in 1903, but holds some great ideas to how our minds and thoughts can affect our futures.  This book really made me aware of how I thought about things and looked at the world.
  4. The Secret by Rhonda Byrne –  I had never heard of The Law of Attraction before reading this book.  In fact, I was under the assumption that most everything happened for a reason and where I ended up was based more on my own destiny.  This book helped me to realize that I could change my future by changing my thoughts.  A longer more in depth version of As a Man Thinketh.
  5. The 4 Hour Work Week by Tim Ferris – This book is awesome as most of us have been programmed that being busy equates to being productive.  Most tasks can be done in only a few minutes per day and most of the time we spend is wasted when it comes to work and business.  This book will help you become way more productive and recognize when you are wasting your time and get you off of auto pilot.
  6. How To Win Friends and Influence People  by Dale Carnegie – This book will help you to understand people and how building a network is so important to achieving success.  This will also give you tools to become a better listener, a better person, and help you gain friends much faster.  It will also help you persuade others to your way of thinking or influencing others with your ideas.  A must-read for anyone in sales, network marketing, or business.
  7. Harmonic Wealth by James Arthur Ray – I loved this book.  Unlike so many books on business or success, it talked about the 5 Pillars of Success – Financial, relational, mental, physical, and spiritual.  It basically said you aren’t truly successful until you find success in all five areas.
  8. The Power of Intention by Wayne Dyer – Wayne is no longer with us in the physical reality, but he had some great ideas and certainly had made an impact on my life through his books and lectures.  This book really stands out as my most favorite of all The Wayne Dyer Books I have read and would say it’s a must read for everyone regardless of their pursuits.  This book will help you become a co-creator with the universe and understand that our intentions will ultimately create our reality.
  9. The Slight Edge by Jeff Olson – This book is based on the idea that all great things whether it be money saved, success on the football field, or a successful business owner all have one thing in common – an accumulation of good daily habits that compound over a period of time.  The Slight Edge shows you how to get powerful results from the simple daily activities of your life, by using tools that are already within you and will help you recognize and become aware of your activities for the better.  This book is a must read and I am so glad that I read it.
  10. The Four Year Career: How to Make Your Dreams of Fun and Financial Freedom Come True Or Not by Richard Bliss Brook – This book is a must read for anyone who is interested in building a career or a 2nd income in network marketing.  This will help you understand the business and why it works, how it works, and how so many have found above average income in this industry.  I was honored to have given a testimonial on this book in the past.

Well, there are my 10 favorite books of all time and I hope that you find a few or add a few to your list to read in the near future.  You will not be sorry.

The Fortune is In The Follow Up

I remember years ago hearing that, The fortune was in the follow-up.  At first thought, I wasn’t sure what that really meant, but now many years later, I can contest that if you are involved in sales or network marketing that your ability to follow up will be the difference between being a superstar or barely making a living.

Here is why you definitely want to follow up and why you will be ahead of most people if you do.  First of all, following up takes time and good time management and you must be on your game.  You see, most people simply need to have their hand held to make a decision even if they are super interested.  It’s just human nature.  There is a reason today that companies still rely on salespeople to introduce their products to the marketplace because they know that people typically will have a difficult time making a decision without someone there to help them make a decision.

Did you get the word help in the previous paragraph?  I hope so because as professional networkers and salespeople our job isn’t to push people into something they don’t need or want – that’s very ignorant behavior.  I call that “Bible Belt Selling” (Beating people over the head with a bible).  The best way to follow-up is to uncover needs with your prospect initially and see if they even have a NEED for your product or service.  If they don’t have a need and you keep following up you are an Ass.  You must do your uncovering initially to see if your prospect even needs what you have to offer.  I don’t care what you’re selling not everyone is going to need your product or service.  The best salespeople I have ever met aren’t the pushiest, they are the best listeners and they know how to put their products in the marketplace by understanding their customer’s needs first and foremost.

Now to the follow up.  It’s actually very simple, once you find out that a prospect needs your product or service your job is to make an appointment.  Find out what they need prior to the meeting to help make their decision.  Set a day and time for you to see them in person or on the phone and simply uncover their quesitons and help guide them along to make a decision to either buy or die.  What you don’t want to do is spend days, weeks, or months following up to find that your prospect cannot make a decision.  I personally, try and get prospects to tell me NO right away if they are not interested.  In fact, in the past I have told people ahead of time exactly how the sales process is going to work and that its ok for them to tell me NO.  I actually would much rather have a NO than someone stroking me along for weeks or months because they are afraid to tell me NO.  You want to get to NO or YES as quickly as possible when you are dealing with prospects.

So there is truth to the saying, The fortune is in the follow-up, but more importantly you want to get really good at recognizing a buyer and a tire kicker.  Most of your prospects will be tire kickers and that’s what you want to eliminate right away.  Follow up with your best prospects and get your tire kickers to jump in or jump off quickly.  So treat your prospecting or cold calling like you are simply hunting not so much for sales, but for qualified prospects,

So treat your prospecting or cold calling like you are simply hunting not so much for sales, but for qualified prospects, set appointments, and get your prospects to a Yes or No as quickly as you can.  If you qualify on the front end before you even start the follow up you will save yourself a ton of time and energy.  You may be following up with a lot less people, but you will ultimately find that if you get really good on your listening skills that you will have alot less work following up and your closing percentage will go way up as its much easier to persuade a qualified prospect to become a customer than it is an unqualified prospect.  So unless you are selling watches, or meat door to door.  Get good at qualifying your prospects and get to an appointment and follow up until your prospects buy or die.