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The Importance of Finding a Mentor

Posted by www.psmbrokerage.com Admin on Mon, Jun 06, 2022 @ 09:23 AM

The Importance of Finding a Mentor

The Importance of Finding a Mentor

According to Investopedia and The Insurance Journal, roughly 92% of Licensed Insurance agents quit their first twelve months after obtaining their insurance license.

The Small Business Association (SBA), states that 90% of startups across all industries ultimately fail. On the other hand, more than 70% of startups who had mentoring in business have managed to survive past five years.

While the reasons a startup business might fail varies across a larger spectrum, the overwhelming reason why most insurance agents fail during their first year is due to poor mentorship, or the lack of a mentor altogether.

The insurance industry is unique in that, while it provides some agents with a job, and some agents with an opportunity to work for themselves, it also provides agents with an opportunity to build a business.

A business, that if built properly, can provide income for generations. However, most agents do not make it this far, and of those that do, most still don’t fully capitalize on the opportunity that sits in front of them. 

I have found that more often than not, it’s a lack of mentorship to point them in the right direction to cultivate that opportunity.

The opportunity to build an insurance business is something that attracts aspiring entrepreneurs, marketers, sales people and team builders to the industry with the hopes of generating a lucrative career.

And while the insurance industry on the surface might seem simple, the truth is that building an insurance practice, a real business, will require a myriad of skills that you may or may not be equipped with from the get go.

You might be an excellent sales person, but not good at marketing your business. You might be an excellent marketer but weak at sales.

You might be great at sales and marketing but truly don’t understand the insurance language. You could be strong in all of these skills, but unknowledgeable on how to scale a business. All of these can be resolved through solid mentorship.

In this article, we will examine why mentorship is important, what to look for in a mentor, how to find the right mentor and how to be a good mentor.


What is a mentor?

wax onA mentor is simply someone who acts as an advisor to someone with less experience.

The term came from the Greek story - The Odyssey by Homer.

Mentor was the name of the man that Odysseus left his estate and his son with when he skipped town to participate in the Trojan War. That’s a whole lot of trust, right there.

This is the concept the business industry borrowed when they adopted the term. Sometimes, people confuse a consultant for a mentor. But, there is a difference.

A consultant is being paid to perform a certain scope of work for you. That type of relationship doesn’t necessarily qualify as mentorship. They are a similar role, but a mentor makes a much bigger commitment to you than a consultant would.

If you select a mentor you are agreeing to a relationship. Sure, it may be about business, but it’s bigger than that.

Typically, individuals seek mentors who work in their same industry or field. The mentor helps you grow and develop as a professional, often offering guidance based on their more advanced knowledge or experience.

After all, experience is the greatest teacher. And a strong mentor is someone that has been down the path you are traveling, and is uniquely qualified to help you do the same.


Why is Mentorship Important?

Karate Kid in TroubleWhen it comes to insurance there is no shortage of information out there from product knowledge, to industry news, to sales and marketing courses and, of course, the various internet experts and armchair quarterbacks.

And while this nuts and bolts information can be free-flowing and easy to locate, what it often lacks is the wisdom and guidance an experienced mentor can provide you. Someone who has already been down the road you’re headed.

I remember sitting in a pre-licensing class getting prepared to take my insurance license exam as the instructor told us, “I am going to teach you how to pass the exam. Everything else you need to know, you’ll learn from the company that hired you.” In shorter words, your mentor will carry you from here. Assuming you have one.

While many agents come into the insurance industry working a job at an agency that trains them, many agents come into the industry with the desire to be an independent agent and business owner.

Unfortunately, most are not tied into a mentor, or they’re not tied into the right mentor. Hence, more than 90% of them quit during those first twelve months.

They quit because, as they navigated their path alone, they invariably took wrong turns leading them to frustration and possible failure.

That’s not necessarily a bad thing. You can learn a lot from bad decisions. But it takes time and money to make those mistakes, and there are only so many mistakes you can make before becoming frustrated, or broke.

A mentor can guide you around the expensive obstacles so you can learn from their mistakes. This guidance is priceless!

Starting a business can be like navigating a minefield. A mentor is willing to be your guide through that minefield, showing you the obstacles, and pointing out possible mistakes before they happen.

According to an executive coaching survey, 80% of CEO’s said they received some form of mentorship, while 93% of startups admit that mentorship is key to their success.

Look at some of the most successful people of our time, like: Elon Musk, Steve Jobs, & Bill Gates. They all had mentors.

They all realized the importance of, and benefitted from, the advice of a good mentor.


How to Find the Right Mentor

Now that we understand what a mentor is, how do we go about finding one?

First, understand that you will likely have several mentors over the course of your career.

Someone who would make a good mentor for an insurance startup, may not be the same mentor that helps you polish the skills needed to run a company with several office locations.

As you evolve, so will your mentorship need.


Be Clear About Your Goals

The-Karate-Kid CraneBefore you reach out to a mentor, you have to be honest with yourself about your strengths and weaknesses. If you don’t even understand yourself yet, a mentor may be less likely to work with you.

A successful mentor probably won’t want to act as your psychologist. You need to be clear about your capabilities and what you need help with before expecting someone to help you.

When you know your strengths, weakness, near term and long-term goals, you have a plan. Without a plan, how would any mentor know if they may be a good fit for you or not.

This is why it’s important to be clear about your personal strengths, weaknesses, and your business goals before you reach out to a mentor.

Understanding this can make it easier to start your search. Get specific about what you are looking for help with.

Are you a single-mother working part time, trying to get your business rolling? Are you a captive agent looking to break out as an independent agent?

Do you have a business in the financial industry, looking to expand into senior market insurance? Are you successful as an individual agent but looking to scale with recruiting?

Whatever your situation is, will determine the type of mentor you need.

Based on your situation and business needs, ask around. You certainly aren’t the first person in the industry to look for a mentor. People will know other people who either were a mentor, or had one.

If you go to events and see professionals presenting at those events, ask people about them. Would they make a good mentor? They are speaking at events for a reason.

Look around at professionals that have that special set of skills you are looking for and reach out. They don’t need to be owners or CEO’s, they just have to know how to navigate the situations your dealing with at the time.

I’ve never heard of someone being offended by another person asking them to mentor them. It’s one of the most flattering things you could ask someone. So, don’t be afraid to just ask.

If you asked someone to mentor you and they said no, they may know someone who will, or have some advice on finding what you’re looking for.

There is no magic trick that will get you a mentor. The magic is in doing the ground work and just asking around.

And remember, there is no rule stating you can have only one mentor. If you find a couple of people with different skillsets that are willing to work with you, consider yourself lucky.


Should I Pay for A Mentor?

That’s a touchy subject, and not everyone agrees on one answer.

Some people have found experienced professionals that are willing to mentor them at no cost. This is a difficult thing to find these days, but certainly can be done.

There are some professionals that offer consulting or coaching, that may offer a mentorship program at a cost. I don’t think there is anything wrong with this, and some of my best coaching and mentoring I’ve ever received came at a cost.

A well-qualified mentor is going to be a very busy, experienced professional. It’s not heresy to think that their time spent with you is valuable enough to come at a cost.

After all, the time they spend with you could be spent making more money.

Good mentors will usually have a track record of verifiable skills that could help you quickly become more profitable than if you didn’t work with them.

Many who pay for a mentor program, report it being the best investment they’ve ever made.

The trick is to find that mentor that has the specific skill set to help you quickly navigate your business situation so that the money you spend on them is verifiably recouped.

I think of it this way. If I walked out on the street today in downtown Austin, I’m sure I could find someone to talk to me for a couple hours.

Would that conversation be very valuable? Almost certainly not. At least not in the way I would like it to be. Therefore, I can see a situation where someone paying for really relevant advice makes sense.

Remember, a good mentor will also have many connections that could also be helpful to you. Making new connections and building your network could benefit you for years to come.

I would like to think there are many professionals out there that would at least be open to having a conversation, and giving you some advice from time to time. They likely have had a similar experience.

Depending on the expertise you’re looking for and how much interaction you want, there may be an opportunity to pay for a meaningful relationship that could pay off dividends.

The important part is finding someone with the relevant experience that you’re looking for. If there’s a cost involved, it’s just a matter of deciding if it would be worth the benefit.

Like any training seminar or class, you are looking to learn something, and possibly grow your network. That’s certainly worth something, right?



Karate Kid PunchWhichever route you decide, don’t overlook the importance of finding a mentor. Making the right key decisions early in your career could help you avoid expensive mistakes, as well as save you years of frustration.

Not to mention, you may be making connections that could last a lifetime.

You don’t have to go through what you’re going through alone. Ask any successful business person and I’m sure they will tell you the same. A good mentor will shoulder some of that responsibility and help carry you through the experience.

Relying too much on yourself is a habit that many entrepreneurs suffer from.

Yes, I said suffer from.

Rugged individualism makes for some great reading material, but it’s a terrible way to run a business.

No one can be great at all things. You are starting a business and will need expertise in many areas.

Start reaching out early on, and get used to it. You’ll find, not only is it easier than you think, but it’s far more rewarding when you meet people along the way that help you get to the next level.

The choice is yours. Take the long path, alone.

Or, you could not try to be a hero. Start building a team around you, and build something meaningful, and long lasting - Together.


 “One of the greatest values of mentors is the ability to see ahead what others cannot see and to help them navigate a course to their destination.”

  • John C. Maxwell


Download a PDF of the whitepaper here: https://www.psmbrokerage.com/hubfs/THE%20GUIDE%20TO%20MENTORSHIP-1.pdf


Located in beautiful Austin, Texas, Precision Senior Marketing, LLC is a full-service, national insurance marketing organization dedicated to recruiting, servicing, and supporting the best senior market insurance agents in the United States.


Tags: mentor

19 of the Most Motivational Videos to Inspire Your Sales Team in 2019

Posted by www.psmbrokerage.com Admin on Mon, Nov 12, 2018 @ 01:22 PM

19 of the Most Motivational Videos to Inspire Your Sales Team in 2019

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other." 
In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful.

1. "Boiler Room": To get you hungry for success

A young Ben Affleck nails it with this classic "Boiler Room" speech. Fifteen years later and this interview scene still racks up thousands of hits on YouTube. Why? He's not joking.

Inspiring Line:

"You will make a million dollars within three years of your first day of employment at J.T. Marlin. There is no question as to whether or not you'll become a millionaire working here. The only question is how many times over."

2. Amy Cuddy: To remind you nonverbal cues are crucial to your success

Bow down to the queen of keynotes. Amy Cuddy brought in an impressive seven million views for this TED Talk, placing it among the top 20 TED Talks of all time -- and for good reason.

This video is full of interesting tidbits about the nonverbal cues you're giving every minute, every day. Her advice on "power posing" is invaluable when it comes to sales meetings. Remember: Your prospects are not only evaluating your pitch, but your confidence and how you carry yourself.

Inspiring Line:

"If you feel like you shouldn't be somewhere: Fake it. Do it not until you make it, but until you become it."

3. "Hidden Figures": To highlight the importance of being first

"Hidden Figures" is the true story of Katherine Johnson (Taraji P. Henson), Dorothy Vaughan (Octavia Spencer), and Mary Jackson (Janelle Monáe), three African-American women who serve at NASA as part of astronaut John Glenn's historic launch into orbit.

This clip highlights Jackson's fight to be allowed to attend classes that would further her work as a NASA engineer. Never underestimate the value of a well-worded, thoughtful speech in winning someone over.

Inspiring Line:

"Out of all the cases you're going to hear today, which one is going to matter a hundred years from now? Which one is going to make you the first?"

4. Steve Jobs: To encourage you to love what you do

Steve Jobs. Arguably the best salesperson of our generation explains what really makes us salespeople tick: The love of what we do. Remind yourself of this and you will succeed every time.

Inspiring Line:

"If you look at the ones that ended up being successful in the eyes of society, oftentimes it's the ones that loved what they did, so they could persevere when it got really tough."

5. "Friday Night Lights": To motivate you to work as a team

It has been said that sales is the ultimate contact sport. Football or sales, every day you go out there and hustle your way to the top. Whether you're in the locker room or sitting at your desk, this one pulls on the heartstrings.

Inspiring Line:

"Being perfect is not about that scoreboard out there. It's not about winning. It's about you and your relationship to yourself and your family and your friends. Being perfect is about being able to look your friends in the eye and know that you didn't let them down."

6. Motivational Montage: To give you a quick hit of all the motivational greats

A quick search for "motivational speech" will bring you 2,150,000 YouTube results, but when it comes to quality, Mateusz M is the king of catalyst. Mateusz has created an art of his own. "Dream" is a personal favorite. A montage made from the very best of "Into The Wild," "Rocky 4," "Seven Pounds," "Pursuit of Happyness," and "A Beautiful Mind," completes this piece of gold.

Inspiring Line:

"Greatness is not this wonderful, esoteric, elusive, god-like feature that only the special among us will ever taste. It's something that truly exists -- in all of us."

7. "Wolf of Wall Street": To get you fired up

This entire movie is full of outrageous monologues, but if you don't have hours to spare, here's a three-minute refresher. A quick recap of this blockbuster: Jordan Belfort (the real-life "Wolf of Wall Street") gets out of jail, writes a New York Times bestselling memoir, and sells the film rights to Red Granite Productions. The biopic grosses $392 million worldwide and Leo lands a Golden Globe for Best Actor. Everybody's happy!

The (Only SFW) Inspiring Line:

"So you listen to me and you listen well. Are you behind on your credit card bills? Good -- pick up the phone and start dialing!"

8. The Young Guru: To make you cry a little

The youngest motivator to grace this list, this six-year-old superstar's words of wisdom are so moving they have been made into dozens of autotune remixes. A T-Pain in the making.

Inspiring Line:

"Thumbs up everybody -- for rock and roll!"

9. Shonda Rhimes: To remind you to push past your comfort zone

For one year, Shonda Rhimes said "yes" to everything that scared her and got her out of her comfort zone. She's the powerful mind behind the hit shows Grey's AnatomyScandal, and How to Get Away With Murder.

Rhimes is passionate about her work and when she's in the zone, and deep in her work, she calls it a "hum." In her Ted Talk, she tells her story of how she lost her "hum" and what she did to get it back.

Inspiring Line:

"And a crazy thing happened: the very act of doing the thing that scared me undid the fear, made it not scary. My fear of public speaking, my social anxiety, poof, gone. It's amazing, the power of one word. "Yes" changed my life."

10. "Erin Brockovich": To highlight why you should play the long game

Erin Brockovich is a legal clerk and environmental activist who was instrumental in building a case against the Pacific Gas and Electric Company of California in 1993 despite her lack of formal education.

Julia Roberts famously brought Brockovich to life in the eponymous film, showing just what planning, hard work, and grit can do to turn a meeting or a deal your way.

Inspiring Line:

"By the way, we had that water brought in special for you folks."

11. "Glengarry Glen Ross": To make you feel like a closer

I'm just going to say it: This is the most iconic sales monologue of all time. Alec Baldwin completely demolishes this scene from 1992's "Glengarry Glen Ross." In terms of practical advice, you might be better off with Amy Cuddy but Alec instills a bit of good old-fashioned grit. Who's a closer? You're a closer!

Inspiring Line:

"A-B-C. A: always, B: be, C: closing. Always be closing!"

12. Amy Purdy: To challenge you to look at obstacles as opportunities

How do you respond to challenges? Amy Purdy, now a professional snowboarder, lost both her legs below the knee when she was 19 years old. She tells her inspiring story of recovery and how she drew inspiration despite facing a tremendous obstacle.

Inspiring Line:

"So the thought that I would like to challenge you with today is that maybe instead of looking at our challenges and our limitations as something negative or bad, we can begin to look at them as blessings, magnificent gifts that can be used to ignite our imaginations and help us go further than we ever knew we could go. It's not about breaking down borders. It's about pushing off of them and seeing what amazing places they might bring us."

13. "Braveheart": To inspire your courage

Alright, so Mel isn't really talking about sales here but it's too epic to not make the list. Channel your inner William Wallace while you work through those cold calls.

Inspiring Line:

"They may take our lives but they will never take our freedom!"

14. "Joy": To put a smile on your face

"Joy" is the true story of entrepreneur and QVC star Joy Mangano. During a tour of the QVC sound stage, executive Neil Walker (played by Bradley Cooper) explains what makes stars Joan Rivers and her co-host Cindy so great at selling.

He highlights their timing and the warmth they bring to their sales segments. It's more than just who they are and what they're pitching, it's that they're masters of knowing their audience and closing deals.

Inspiring Line:

"The stars, they always make the mistake -- they think it's about the face but it's not. It's really about the hands and the eyes."

15. Eric Thomas: To remind you, you've got to want it

How bad do you want it? Perhaps one of the most underrated speeches on this list comes from Eric Thomas, a motivational speaker, and youth activist. While you're at it, download this as an MP3 and put it on your gym playlist. Get your elliptical on.

Inspiring Line:

"Listen to me -- you will never be successful until I don't have to give you a dime to do what you do."

Bonus Inspiring Line (too great to leave out):

"When you want to succeed as bad as you want to breathe, then you'll be successful."

16. Angela Lee Duckworth: To help you build your grit

It takes grit to succeed in sales. In her TED Talk, Angela Lee Duckworth speaks about the power of passion and perseverance. She also emphasizes the need for a growth mindset to build grit. The growth mindset is the idea that "the ability to learn is not fixed, that it can change with your effort" and it was introduced by psychologist Dr. Carol Dweck.

Bonus material: Here's Dweck's Ted Talk that provides more detail about the growth mindset.

Inspiring Line:

"Grit is passion and perseverance for very long-term goals. Grit is having stamina. Grit is sticking with your future, day in, day out, not just for the week, not just for the month, but for years, and working really hard to make that future a reality. Grit is living life like it's a marathon, not a sprint."

17. "Any Given Sunday": To stress no gain is too small

In this classic clip from "Any Given Sunday", Al Pacino's Coach Tony D'Amato fires up his players before a big game by explaining that life is a game of inches. We fight for what we want, inch by inch, to reach our goals. That's how we become successful. That's how we win.

Inspiring Line:

"Life's this game of inches. In life or football, the margin for error is so small ... the inches we need are everywhere around us ... on this team, we fight for that inch ... That's what living is -- that six inches in front of your face."

18. "The Pursuit of Happyness": To remind you no one can tell you what you can or can't do

In the Pursuit of Happyness, Will Smith's character is a father on the brink of homelessness trying to make a better life for his son. In this scene, he encourages his son to fight for his dreams -- even in the face of being told he "can't" do something.

Inspiring Line:

"Don't ever let someone tell you can't do something. Not even me, alright? You got a dream? You got to protect it."

19. "The Office": To show you the power of passion in creating a compelling message

If you're a fan of the office, you're likely familiar with this inspiring clip. Dwight's prank-prone coworker Jim, coaches a nervous Dwight before a big speech he must give to other paper salespeople at a Northwest conference. What Dwight doesn't know is that Jim has coached him with speech notes from infamous dictators. Dwight delivers the speech and puts so much heart into it, the room is inspired -- a reminder that when you're passionate about something, it's infectious (even if it's a little ridiculous).

Inspiring Line:

"Some people will tell you salesman is a bad word. They'll conjure up images of used-car dealers and door-to-door charlatans. This is our duty to change their perception. I say salesmen and women of the world unite. We must never acquiesce, for it is together, together that we will prevail."


Additional Updates:

Tags: sales advice, mentor, sales books

The 22 Most Highly-Rated Sales Books of All Time

Posted by www.psmbrokerage.com Admin on Mon, Nov 12, 2018 @ 12:23 PM

The 22 Most Highly-Rated Sales Books
of All Time (Hubspot)

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other." 
In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful.

To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy.

Picking a book can be tough, as there are thousands to choose from. Enter: This reading list. Hubspot has curated the top-ranked books from Amazon's sales best-sellers. Whether you want to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there's a pick here for you.

Here is the list:

1. "The Challenger Sale: Taking Control of the Customer Conversation"

Matthew Dixon and Brent Adamson

According to a study of thousands of sales reps across multiple industries and geographies, the most successful put their energy toward delivering valuable insights -- not becoming their prospect's friend. Join the ranks of the top performers with Adamson and Dixon's signature Teach, Tailor, and Take Control methodology.

Review excerpt: "This is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack."

2. "The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results"

Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman

CEB's latest research reveals even Challenger salespeople struggle to close without the help of a very specific type of customer stakeholder: The Mobilizer. In this book, you'll learn how to identify Mobilizers, engage them, and work with them to get deals over the finish line.

Review excerpt: "What a great follow-up to the Challenger Sale. (It) provided me with additional insight on how to approach selling to a group of stakeholders. It has real data, real studies and real tactical strategies. If you're in the B2B space, this book is a must!"

3. "New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development"

Mike Weinberg

Looking for a one-stop guide to bringing on new business? Look no further. In this book, Weinberg lays out a proven formula for finding prospects, developing the relationship, and reaching a mutually beneficial agreement.

Review excerpt: "I loved the stories, the irreverent tone, and the honesty of this book. But what I appreciated most was that it delivered on its title -- this book really does simplify what you have to do successfully acquire new customers."

4. "The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible"

Brian Tracy

Learn how to harness psychological principles in the sales process while simultaneously getting a dose of personal motivation.

Review excerpt: "‘The Psychology of Selling' is a superb, practical, easy-to-read return to the fundamentals of professional salesmanship for novices, journeymen, and seasoned, top-performing salespeople. More than common sense placed into form, it serves as an instructional blueprint -- or as a road map -- to establish, build, grow, and maintain a successful sales career."

5. "The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal"

David Hoffeld

Hoffeld's advice is based on the latest research in behavioral economics, social psychology, and neuroscience. You'll learn a science-based approach to asking questions, securing incremental commitments, resolving objections, reducing your competition's influence, and more.

Review excerpt: "‘The Science of Selling' is the ultimate collection of evidence-based practices for sales ever collected in one volume. Until now, most of the studies in ‘The Science of Selling' have been scattered and tucked away in academic journals, (making them) virtually inaccessible to sales leaders. Most readers will find the material new, and I expect, quite surprising."

6. "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million"

Mark Roberge

Sales leaders aiming to scale their sales team and build a multi-million dollar business should definitely pick up this book, written by former HubSpot CRO Mark Roberge.

Review excerpt: "Every company -- regardless of its business and sales strategy -- will absolutely benefit from reading this book. The stories (Roberge) tells, the way his selling initiatives fit together, the combination of selling and technology he describes … even the use cases he lists make the approach he describes applicable to any sales organization -- however well-entrenched."

7. "Influence: Science and Practice"

Robert B. Cialdini

Cialdini reveals the six psychological principles that cause people to comply. Once you've incorporated these powerful concepts into your messaging, leading your prospects to say "yes" will be less challenging.

Review excerpt: "Whether you are on the selling or buying end of any transaction, knowing what Mr Cialdini discovered through years of research and testing will be to your financial advantage. (But) 'Influence' is not just about money. It is a guide to getting what you want or need in a fair and ethical manner."

8. "To Sell Is Human: The Surprising Truth About Moving Others"

Daniel H. Pink

If you're currently working in sales, you're probably well-aware the old playbook doesn't work. Pink offers fresh yet practical insights to modern selling, including how to move others, make your message clearer and more persuasive, and gain referrals.

Review excerpt: "No, this is not 'another' book about selling. I've read a lot of them, written a few of them, and I can tell you: This book stands alone in a special category."

9. "Secrets of Closing the Sale"

Zig Ziglar

This book includes more than 100 different ways to close depending on the situation and 700 thought-provoking questions to use with prospects. You'll also find suggestions from a hundred of America's most successful salespeople.

Review excerpt: "Ziglar teaches you, from the beginning, that there's no room for success in a salesman's career if he's taking the fast route, making the quick sale, and then locking the door behind him."

10. "The Only Sales Guide You'll Ever Need"

Anthony Iannarino

Iannarino shares his biggest lessons from 25 years of selling, including how to increase your self-discipline, get over your fear of the competition, be more resourceful, discover the buyer's true needs, and more.

Review excerpt: "Anthony Iannarino is my new sales guru. His book shows you exactly how to understand your offer and relate to your customer."

11. "The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies"

Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

Every salesperson will benefit from learning how to reach "win-win" agreements, prevent sabotage by internal blockers, identify the four types of decision makers, engage senior executives, and more.

Review excerpt: "This book, in my opinion, found a perfect balance between theoretical framework and hands-on, immediately applicable knowledge."

12. "Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance"

Jason Jordan and Michelle Vazzana

Jordan dives into the critical activities and metrics sales managers and executives should implement and track to lead their teams to success.

Review excerpt: "I liked the focus on real-world quantitative management via metrics (and) would recommend this book to any sales manager who wants to achieve and measure results."

13. "Words That Sell: More than 6000 Entries to Help You Promote Your Products, Services, and Ideas"

Richard Bayan

Keep this informative manual at your desk so you can quickly find the perfect terms and phrases to grab your prospect's attention, create desire for your product, and ultimately, win their business.

Review excerpt: "After a brief primer on writing in which the author lays down basic writing principles, readers are free to comb through the book to find the words they need to make a big difference in the way they communicate with others."

14. "Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling"

Michael Port

Port's book covers a range of strategies for earning more business, from building a powerful social media presence to developing a personal brand to perfecting your pricing strategy.

Review excerpt: "An excellent and enjoyable read. Michael Port lays out a fresh and honest approach to marketing yourself and your business. 'Be true to yourself' and the people you serve. This takes the pressure off of trying to contrive an image of someone (or something) that is really not you, and makes self-promotion almost natural!"

15. "7L: The Seven Levels of Communication: Go From Relationships to Referrals"

Michael J. Maher

If you're not generating warm introductions to potential customers, you're losing out on a valuable source of business. Discover the concrete steps that will win you referrals. Although "7L" is geared toward real estate professionals, its takeaways are applicable to any sales role.

Review excerpt: "Michael provides an easy-to-follow step-by-step system to create long-lasting relationships with clients and vendors that will result in an endless supply of referrals. This book has completely changed how I do business … I went out and bought 30 [copies to give] to my associates."

16. "Fanatical Prospecting"

Jeb Blount

Successful prospecting incorporates multiple touches across multiple channels. Pick up this book to learn how to text, email, call, and socially engage buyers.

Review excerpt: "Jeb teaches you how to prioritize your prospects and leverage social selling in your overall prospecting efforts. If you are thinking about a career in sales or you want to jump start what you are doing in your present job, then this is the book for you."

  1. "Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions"

Dan Ariely

Have you ever been flummoxed by a prospect's irrational decision? Once you read this book, you'll have a new understanding for the assumptions and emotions behind the actions we take. Guiding buyers to the right choices will become far easier.

Review excerpt: "This is a fascinating look into how our brains process information. The author sets up experiments to test his hypotheses about how people respond under a variety of situations."

18. "Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea"

Bob Burg and John David Mann

This quick read reveals the importance of giving to business success. Not only will you walk away convinced that giving leads to receiving, you'll also know how to give to achieve your desired results.

Review excerpt: "Clear, entertaining, and immediately practical, this book has evolved my approach to business -- and life. When you go through your day focusing on how you can give and being open to receiving, you build stronger relationships and prosper on multiple levels."

19. "DISCOVER Questions Get You Connected"

Deb Calvert and Renee Calvert

Learn how to structure your calls, ask thoughtful, intelligent questions, and help prospects come to their own conclusions about your product's value.

Review excerpt: "'Discover Questions' was excellent -- giving experienced and novice salespeople guidance on how to ask questions, drive the sales conversation, and show you care!"

20. "Little Red Book of Selling: 12.5 Principles of Sales Greatness"

Jeffrey Gitomer

This book is short, sweet, and to the point. Readers will learn to focus on why people buy and why it matters to the sales process. With entertaining illustrations and soundbites in every chapter, this book is easy to return to for specific helpful tips when you need them most.

Review excerpt: "Excellent book that focuses on selling the right way. Highly recommend this for anyone who is involved in sales and wants to expand their techniques so they close more."

21. "Think and Grow Rich"

Napoleon Hill

This book is beloved by many career salespeople. The result of nearly 20 years of research, Hill's book outlines 13 steps to success, including developing a definite purpose, building a positive mental attitude, and channeling the power of the subconscious mind.

Review excerpt: "This book is one that everyone must read. From the very beginning, it began changing my mindset and how I view life. Some books are filled with information on how you should be thinking, but this one shows how to create lasting change."

22. "Spin Selling"

Neil Rackham

"Spin Selling" shares the results of Rackham's 12-year, million-dollar research project examining effective sales performances. In his book, Rackham outlines his findings and shares the principles of SPIN (Situation, Problem, Implication, Need-payoff).

Review excerpt: "If you love sales, read this book and discover how to improve your technique. The research behind this book is exhaustive, and the technique is so organic you may discover you're already using it. In that case, you'll be able to improve your skills."


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Tags: sales advice, mentor, sales books

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