A New Classic for Selling

Posted on January 25, 2013. Filed under: account management, Complex Sales, Funnel Audits, Lead Generation, Marketing, negotiation, Pipeline Measurement, Sales, Sales Coaching, Sales forecasting, Sales Funnel, Sales Goals, Sales Management, Sales Metrics, Sales pipeline, sales process, Sales Quota, Sales Strategies, sales training, Sales Velocity, strategic account management, win win | Tags: , , , |

I choose to use this week’s blog real estate to tell you about a wonderful book called Selling Fearlessly, written by Bob Terson.  Here’s my Amazon review of Bob’s book.

I’ve come to learn that Bob Terson is a classic.  So is his book Selling Fearlessly.

From the title, so innocently cutting to the core of why some sellers never reach their peak.

To the dedication that is explained in his introduction, that tells you Bob understands respect and loyalty.

To Bob’s favorite book on selling, a 1947 work that shaped him to be the salesperson he has become.

I can honestly say I’ve never read a book on selling like Selling Fearlessly and I’ve not been moved more by any book on selling I’ve ever read.

Why should you read Selling Fearlessly?

To be inspired.

Bob is a master story teller.  If you have to know why this is inspiring you haven’t heard a good sermon or homily lately and that’s too bad.  He tells stories about winning over Donald Trump, never losing faith (The Mound Road Story), not being intimidated (Captain Bly), being memorable (Make Sure the Customer Remembers You), and many, many more.

To be educated.

Bob offers plenty of advice that can make you better or help you stay on top of your sales game.  And because the game of selling is changing that’s pretty important.

To be moved to take action.

He reminds you that while you need to keep your eyes and ears open to witness the lessons before you life isn’t a spectator sport.  My favorite line of the entire book: A salesperson is the engineer of commerce. Until he takes action nothing happens.

There is one downfall of Bob’s book.  It’s such an easy, enjoyable read that before you know it you will have reached the last page.

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