Book Bites: November 2016

By Susan Varty, Managing Partner

Here are some of the business titles I have been reading lately. Although many have “sales” in the title, I have found them very helpful for marketing and communications, as well as providing ideas for networking opportunities to advance your career:

The Sell – Fredrik Eklund with Bruce Littlefield, Avery (Penguin)
Even if you don’t enjoy reality TV and you’re not in real estate, Fredrik’s style is from the heart and his personality tells it like it is – just like in Million Dollar Listing: New York. You laugh, you learn and there are many tips to be had on how to be memorable and present your best self for every situation. My favourite read from this list!

Brain Scripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers – Drew Eric Whitman, McGraw Hill Education
Fantastic and specific scenarios to gain insight into what is really going on in someone’s mind when you start talking – a must read for all account managers and those in business development. I also recommend this book for people who are going into a job interview when the pitch is you.

The Art of Selling to the Affluent – Matt Oechsli, Wiley
Perspective is everything and although targeted for financial advisors, it has some solid tips on how to interact and reach people who are considered “high net-worth”. Everyone is skeptical and this is nothing new but there are definitely some different approaches you should take with this audience vs. the majority.

SNAP Selling  – Jill Konrath, Portfolio/Penguin
An easy to remember “SNAP” formula for all things you need to do in communications (and life in general), never mind selling! This method is also good for software-as-a-service (SaaS) product design and development as well as the next email or proposal you have to write! I can see why companies put this book on their sales team must-read list.

photo credit: Javcon117* Donut with Sprinkles via photopin (license)


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