We all want to be successful. It’s a given. But unfortunately most people find themselves staring at a glass ceiling. Unable to leap to the next levels in their careers and life, forever locked into their current scenario.
Why is this?
While I cannot make sweeping conclusions, nor assume everyone can become successful. A majority of people are lacking in the ability to sell. And I’m not saying they cannot sell real estate or life insurance. They fail to sell their ideas.
Think about this for a moment:
When you call a coworker for immediate action to support your project, what are you doing? Selling your need for help.
When you plead with your kids to eat their green beans, what are you doing? Selling the benefits of green beans.
Or most importantly, when you approach your boss for a raise or promotion, what are you doing? Selling yourself.
But alas, those who disagree with the need for sales skills relate the skill to a used car salesman. Something that’s far too sleazy and dubious in nature. “It’s not for me” I hear people say when I recommend sales books.
However, since you are reading my blog, I have faith in you. You have already taken the first step. You understand the need for continual self-improvement. My goal with this post is to give some guidance to those who haven’t thought to deeply into this concept before. So here it is, my recommended reading for improving your ability to sell your ideas:
The Secret of Power Negotiation by Roger Dawson – The first step in improving your selling ability is negotiation. Period.
Influence by Robert B. Cialdini – The second step in understanding how to sell, is understanding people. Anyone that knows me knows I obsess about psychology. There’s a reason; I understand the science behind business and social conventions – an important life skill.
SPIN Selling by Neil Rackman – A book I’ve recommended a dozen times already on this blog. Technically, this book is for multi-stage selling of products and services to business accounts. But I interpret the concepts differently. If you read the book thinking the product is your idea and the business account is your potential “idea buyer,” you will learn some amazing sales techniques.
These three books will instantly give a huge boost in your selling abilities.
It doesn’t matter if you are an accountant, a parent or an entrepreneur. You must be able to sell yourself and your ideas.
What do you think? Do you have any recommendations on where we should learn how to sell?