Executive Blog

Book Review: How I raised myself from failure to success in selling.

This Sunday, I picked up and read How I Raised Myself From Failure to Success in Selling front to back. It is the story of , a 1910's St. Louis Cardinals baseplayer turn insurance salesman. He tells his story in a cross between autobiographical and instruction form. Not only do you learn much of his life's story, but you also learn how to be kickass salesperson. I've read many books on the aspects of selling (because of course every entrepreneur must be a salesperson whether they want to admit it or not), but this one is different. I see what Frank teaches as coming from hard-earned life experience and from both ups and downs. He also has a soft spot for the young and ambitious ones out there like myself. I reccommend this book to any entrepreneur or salesperson both new and experienced.

My favorite tips from the book:

1. Force yourself to be enthusiatic and it will show in everything that you do.
2. Sales is about honestly finding out what people want and helping them to get it.
3. Make calls and appointments. This shows that you respect your client's time.
4. Focus on the one or two key issues. Never try to prove your client wrong on EVERYTHING.
5. LISTEN - Ask Questions - LISTEN - Ask Questions
6. Know your business and never speak ill of your competitors (EVER).
7. Be sincere and take pride in what you do.
8. Always always try. When you are afraid, simply admit it.
9. Treat your old clients well. They will bring you far more business with less effort than any work that you do on your own gathering new prospects.
10. MAGIC PHRASES - Why? In additions to that, what is the real reason? How do you like it? Would you like it in green or red (always assume the close)?

posted by Michael Anders @ Monday, August 07, 2006