As we wrap up our last sales for 2012, it’s the ideal time to look back upon the successes we had and look forward to the opportunities that will exist in the new year. Unfortunately in sales, there is very little “off” time during the course of the year. But hopefully you’ve been proactive in conducting strategic planning sessions with your clients and have their January ad programs laid out so you can take a breather over the holidays while you celebrate with family and friends. I affectionately refer to this time away as “rebooting” – just like a computer, sometimes you need to shut things down and let the system refresh before powering back up again. I find copious amounts of egg nog really helps the process!
It’s a well known fact that 20% of salespeople earn 80% of the money. There are many factors that separate the best from the rest, but one of the most important is a salesperson’s commitment to learning. Your mind is your most precious asset, and the quality of your thinking determines the quality of your sales career. Commit yourself to lifelong learning. I cannot emphasize this too often. Read books, attend seminars and training programs, (click here for a calendar of upcoming MNI sessions), and never forget that the most valuable asset you will ever have is your mind. The more knowledge you acquire that can be applied to practical purposes, the greater will be your rewards and the more you will be paid.
I mention this commitment to lifelong learning because when people ask me what I would like for Christmas gifts, books tend to top my list. There are a lot of smart people out there willing to share the knowledge they’ve acquired during their business/sales careers, and like a sponge I try to soak it all in. Most of the tips, suggestions, and strategies I share with you each week in The Sales Cycle was learned through reading books, attending seminars, and seeking out the guidance of successful people I respect and admire. Technology makes it easier than ever to digest written content on-the-go (I read most of my books on my iPad)…but like newspapers, books are portable and can always go with you.
If you need to add a few items to your gift list, here are a few suggestions of sales books that I highly recommend:
- Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer: http://amzn.to/Uz5Ljz
- How to Say It: Business to Business Selling: Power Words and Strategies from the World’s Top Sales Experts by Geoffrey James: http://amzn.to/Uz68e1
- Advanced Selling Strategies – The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere by Brian Tracy: http://amzn.to/Uz76a2
- Top Dog Sales Secrets – 50 Top Experts Show You Proven Ways to Skyrocket Your Sales by Julie Thomas: http://amzn.to/Uz7uVX
- 101 Successful Sales Strategies – Top Techniques to Boost Sales Today by Stephan Schiffman: http://amzn.to/Uz7QMs
- Be a Network Marketing Superstar – The One Book You Need to Make More Money Than You Ever Though Possible by Mary Christensen: http://amzn.to/Uz8d9H
- Secrets of Closing Sales by Zig Ziglar: http://amzn.to/Uz8xVY
- It’s Not How Good You Are, It’s How Good You Want To Be by Paul Arden: http://amzn.to/Uz8VE2
- Relationship Selling by Jim Cathcart: http://amzn.to/Uz9hKU
- Persuasive Advertising – Evidence-based Principles by J. Scott Armstrong: http://amzn.to/Uz9NIL
Like you, I also need to time to reboot so The Sales Cycle will be on hiatus until a special Wednesday Edition of the MNA Member Bulletin on January 2nd. Until then, I wish you and yours a safe and joyous holiday season.
Here’s to a Happy (and successful) New Year,
Dan
If there are specific topics you’d like to see discussed in a future issue of The Sales Cycle, please contact me at 612-278-0223 or dan@mna.org