Recently I have been asked to take on a role in sales at my company. I have spent the last decade in marketing/public relations and previous to that I worked in IT.
I’m excited about the opportunity, but I have next to zero experience in sales. I was hoping for some recommendations on sales books that I could read. Anything from philosophy, to tactics or even just case studies.
Any suggestions would be greatly appreciated.
What type of sales are you getting in to? I’ve been doing IT design/sales for wide area networks for almost 20 years and I’ll tell you every “sales book” that has been passed to me or recommended to me has been abysmal. They were all about turn of phrase, and picking up on cues from your customer, and somehow convince them to do business with you. Close the deal, and screw everything else.
Sales (at least in the IT industry) have changed, and it’s no longer the wide-tied, shuckin’-and-jivin’, six-shooters-finger-pointing guys that rule the roost. It’s the honest, humble, relationship-driven sales people that succeed. My parents buy a new car just about every 2 years (2 cars, and they never keep a car for more than 4 years or so). They’ve purchased cars from the same guy at the same dealership for 12 years, and they’ve referred countless friends to him. Why? Because they feel he gives them a fair shake, and he’s honest with them. He doesn’t try to BS them.
You’d do better to learn everything about your product, learn everything you can about your customer base or vertical, and sell with integrity. Because in some industries, that’s all you have.