I have read many more books in what has been an unusual 2020 here is part two of book recommendations for my Scale Your Sales family of followers. The reason why these made it to my list is that SNAP selling is my all-time go-to sales book and I wanted to share my views the others, to help you develop your skills and mindset.
I first read SNAP selling in 2014. Jill Konrath wrote a timeless book that was ground-breaking when it was first published and relevant even today. I love the phases crazy busy and frazzled customers, if anything our buyers are more frazzled, and sellers must make it easy for buyer that have less time to consider the options when status quo is the most compelling. It is masterful how the author helps the reader get in the head of the buyer decision-making journey to move from oblivious to the problem to curious, from complacent to committed to change, from open to view options, to certain of their choices.
SNAP stand for Simple iNvaluable Aligned and Prioritised. The author is an authority on the value proposition. It is no different here, what value means to your prospect and how you must help them differentiate your offer from others that do not add more complexity and aligns to their business goals. SNAP Selling will give your sales team the professional best practice that their customer will appreciate. Highly recommended as essential reading.
If you are not into energetic power, you may struggle with this book. However, 2020 has shifted the consciousness to consider beliefs like the law of attraction, purpose, spirituality, and energetic power has led many to consider a concerted practice. This book will guide you through an energetic approach that will improve not only your sales but your life. This book is for small and micro business owners, entrepreneurs, and leaders. I love the author’s character, and if you like a sassy spirit, you will follow Lenka Lutonska.
The selling staircase is a simple, easy to follow guide to selling with confidence and empathy.
This is a no sleaze approach to giving people, customers, or buyers what they want. The author has the gift of helping you see sales from the buyer point of view. The author has the skill to present the use of language, from her NLP mastery, so that you can help your buyers make the right decision. The Selling Staircase is Introduction, Curiosity, Discovery, Proposal and Closing all presented with examples and stories that help bring the framework to an aha of that makes perfect sense. Throughout the book, the author asks you to complete the practical exercises to apply the staircase using the framework.
Whether you are a seasoned sales practitioner, you will gain from the choice of language; or a novice, this will demystify the selling process; you will all benefit from Nikki Rausch guidance.
Since reading this book, I have heard many other marketing specialists quote the material as their own. The book helps you to apply the story brand method or to create a story that your customers can easily engage with through your website. If your viewers are confused by your message, then they cannot and will not buy. Easy to read with three-section why marketing is a money pit, the story brand structure explained and then implementing the Story Brand, brand script. The story structure is nothing new, but it is the practical way you can apply it to attract customers that are looking to buy. Essential strategies to ensure your customer are clear about what you will do for them.
This book is one of the most enlightening and refreshing read. The author makes well-placed observations and gives excellent examples to illustrate his point. I love the chapters analysing the success of DJ Khaled and Kim Kardashian and transforming advocate into the faces of your brand. Along with the power of personality and persuasion. There are many books on marketing promoting nothing different from what has been said before.
This is different; it is real and relevant. If you want to upgrade your thinking on how marketing has changed, then this is it.
By Tony Robinson OBE & Taryn Lee Johnston
This book tells the story of the life and challenges of Tony Robinson OBE. A man that always swims against the current and dares to travel the road less travelled. Throughout the book is of an avid campaigner, generously given back and representing the underdog and championing of real businesswomen and men. I was shocked to be mentioned in this book as a role model; this is not why I am writing the review; it is another demonstration of the authors’ generosity. There are not many gentlemen that put others. First, that openly admit to their failings, that is as passionate about what is truly important, and that is the love of people over the love of money. There is so much insight in the pages quoting John Lennon “When I went to school, they asked me what I wanted to be when I grew up. I wrote “happy”. They told me I did not understand the assignment and I told them they did not understand life.
Starting a business micro business:
- Bootstrap do not borrow.
- Test trade first (get customers)
- Get a business owner mentor who understands your customer.
- Build multiple income streams.
Happipreneur is all about doing what you love and are good at for your customers, being resilient, having fun, cherishing family and friends, and the love of being happy. You will not go wrong reading how Tony Robinson OBE has negotiated his life, and the by-product is creating a legacy of happipreneurship. Highly recommended
There has been an imbalance for so long that people do not recognise in the moment. If at all that, their assumptions are wrong, and their communication is culturally incorrect or demeaning. The author gives many personal examples which anyone who is culturally different will recognise or has experienced. However, the author offers practical solutions with cross-cultural training and education in the workplace. I love that the author champions and celebrates difference and encourages those that are not in a diverse environment to take a small for definite step out of their binary world to experience and not fear differences. It is natural to fear what is outside of our comfort zone. This book is a gentle and positive message rather than to live with fear and mistrust. To step out and experiment, to try something new. I highly recommend reading this book it is a fabulous addition to the diversity and inclusion and human arena.
This is two books in one—first, the 80/20 rule and analysis and secondly, how you could apply 80/20 strategies in Facebook marketing. The second half did not interest me at all. I wish there were more on the theory and evidence of 80/20 sales and marketing. Facebook marketing is part of the Perry Marshall marketing machine and kicked into an assault of email, contrary to the focus strategy of 80/20. I enjoyed the level of research to demonstrate the application of the theories.
On to my stack of half-finished and not yet started pile of bedside table books 🙂
Let me know your views if you have read any of these books and if not share your most insightful book of 2020 and why?