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The Books That Taught Me How to Sell

first_imgI had brain surgery 90 days before I went back to working in my family’s business. At the time, I was not allowed to drive, a difficult obstacle to overcome when you have to book sales meetings—or if you need a few things from the grocery store. My younger brother would chauffeur me to appointments until the time I was frustrated by with the realization that my doctors would never release me to drive, even though I only ever had one seizure.While I had always been a reader, during my recovery, I started reading a book a day. I told my neurologist that I was sure my brain was making new neural pathways and that it was on fire. He listened patiently and then told me there was no evidence that my theory was accurate and that it was more likely I was compensating for losing a significant part of my brain. We didn’t yet fully understand neuroplasticity, and it turns out both of us may have been correct.At some point, I started picking up books on sales and business. The first book I stumbled upon was SPIN Selling by Neil Rackham. If you heard my story behind my book, The Lost Art of Closing, it was the three pages where Rackham described “the advance” as a key to success in sales. Once I understood I needed a commitment for another meeting, selling got quite a bit easier. I wrote a list of questions for each part of the SPIN model and started to work towards Implications (clumsily, I might add) and needed payoffs.The book was so helpful that I picked up Major Account Sales Strategy, Rackham’s second book—and in some ways, his better book. I had been winning large accounts in California, but I didn’t have a very strategic view or a process. Mostly I just called on people who spent a lot of money in my category. Major Account Sales Strategy provided me with frameworks for thinking about big deals. I eventually read everything Rackham wrote and multiple times.One book I picked up appeared to be new, but it was quite old at the time I picked it up. The book was Consultative Selling by Mack Hanan. Parts of the book were difficult for me, but what I learned that was useful was Hanan’s idea that you shift the conversation away from price to the increased profit the client will make by adopting your solution. The application of this idea made it easier for me to start sharing the soft costs my clients were not calculating in their overall costs.The Miller Heiman books were both beneficial, The New Strategic Selling and The New Conceptual Sale. The first had me looking at stakeholders differently, even though the evolution of my thought here shows up very differently in Eat Their Lunch, which you might expect since 34 years have passed since they first published Strategic Selling. I don’t remember New Conceptual as well, but I remember it caused me to take sales calls seriously enough to plan them.I read all of Stephen Covey’s work before my brain surgery, and even those books were not on sales, they caused me to recognize I had to improve who I was before I could improve my sales results. They also led me to read a lot more books on business improvement.Some books that were not sales-related on their face were valuable to me. One of those books was Tom Peter’s Circle of Innovation, a book that made me think deeply about differentiation and allowed me to put technological solutions long before my larger competitors could do so, grabbing a competitive advantage in big deals. Another was Michael Hammer’s The Agenda: What Every Business Must Do to Dominate the Decade. From this work, I took the idea that my business existed to take care of its customers. I started to present how what I did for my clients helped them serve their customers. Pondering that idea for a while is an excellent way to get better at selling.One of the more useful and transformative books I read was Let’s Get Real or Let’s Not Play by Mahan Khalsa. The ideas and the dialogue in this book massively improved my ability to have conversations about the changes the customer would have to make to produce the results they needed.There were hundreds of other books on sales and business I read, all of which had some value, even if I didn’t recognize it right away. These few were core to my development and the ones I remember as changing my sales results.last_img read more

Tripura High Court rejects bail plea of CPI(M) leader in PWD scam case

first_imgThe Tripura High Court on Thursday rejected the bail application of former Minister and CPI(M) leader Badal Choudhury, indicted in the alleged ₹640-crore Public Works Department scam of 2008. Lawyers representing the Deputy Leader of the Opposition in the Assembly insisted on bail citing Mr. Choudhury’s fragile health. After the bail plea was rejected, counsel indicated their decision to move the Supreme Court. Mr. Choudhury was admitted to the ICU of the government GBP Hospital after he complained of chest pain in the custody of West Agartala police on Wednesday.He was locked up at the police station barely for 30 minutes after the police took his custody upon his discharge from the private hospital where he took admission a week ago ending his disappearance amid intensive police search.Street protestsThe CPI(M) has been organising street protests for the past two days protesting the alleged forceful removal of Mr. Choudhury from the private hospital. The party alleged that police officials misbehaved with its leader at the police station.Former Member of Parliament, the 69-year-old CPI(M) veteran was made prime accused in the case filed by the Vigilance Department. The investigation was later handed over to the Crime Branch.Sources said senior police officials were consulting doctors at the GBP Hospital on taking back Mr. Choudhury in their custody.Remains elusiveMeanwhile, former Chief Secretary Y.P. Singh, who was the Principal Secretary incharge of PWD in 2008, remained elusive despite searches by a team of the Crime Branch at New Delhi and Gurugram. Another accused, former PWD Chief Engineer Sunil Bhowmik, was arrested and remanded in custody.last_img read more

Eduard Folayang, Shinya Aoki meet again in stacked ONE Championship card in Japan

first_imgIs Luis Manzano planning to propose to Jessy Mendiola? Private companies step in to help SEA Games hosting Alvarez will face top lightweight contender Timofey Nastyukhin of Russia while Johnson, widely considered one of the best pound-for-pound fighters in history, will take on hometown bet Yuya Wakamatsu in the card.In the other blockbuster title bouts, Xiong Jing Nan faces challenger Angela Lee, who is looking for to become ONE’s first two-division champion, in the ONE women’s strawweight bout while Myanmar hero Aung La N Sang defends his middleweight strap against Ken Hasegawa out of JapanThe ONE Flyweight World Grand Prix will also kick off at ONE: A New Era with initial bouts yet to be announced.ADVERTISEMENT SEA Games: Biñan football stadium stands out in preparedness, completion LATEST STORIES Don’t miss out on the latest news and information. ONE Championship is pulling out all the stops for its debut card in Japan.ADVERTISEMENT SEA Games: Biñan football stadium stands out in preparedness, completion TS Kammuri to enter PAR possibly a day after SEA Games opening Hotshots rulecenter_img PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss Sports Related Videospowered by AdSparcRead Next Lacson: 2019 budget delay due to P75-B House ‘insertion’ The premier mixed martial arts organization have put together a slambang ONE: A New Era fight night on March 31 that will see three world title defenses and the first appearance of ONE Championship’s two prized recruits.Team Lakay bet Eduard Folayang is set to defend his ONE lightweight world title against the same person he stopped to get the crown in 2016.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSUrgent reply from Philippine ‍football chiefFolayang will face Japanese icon Shinya Aoki in a long-awaited rematch for the belt four months after the Bagui0-native recaptured the lightweight throne with a unanimous decision win over Amir Khan.Demetrious Johnson and Eddie Alvarez, the promotion’s biggest signings last year, are also scheduled to make their much-awaited debut in the ONE Championship cage. Hotel management clarifies SEAG footballers’ kikiam breakfast issue LOOK: Joyce Pring goes public with engagement to Juancho Triviño MOST READ View commentslast_img read more

Louie Alas rues late ‘defensive breakdowns’ in first Phoenix loss

first_imgSports Related Videospowered by AdSparcRead Next ‘We are too hospitable,’ says Sotto amid SEA Games woes US judge bars Trump’s health insurance rule for immigrants But the Fuel Masters faltered defensively when it mattered most.With the game tied at 92 with under two minutes left, Phoenix allowed a layup by Rain or Shine guard Rey Nambatac, an offensive rebound by Raymond Almazan that led to two free throws and an open jumper by Mark Borboran to clinch the game for the Painters, who took the top spot away from the Fuel Masters.But despite the loss, Alas said he is still pleased with Phoenix’s 5-1 record midway through the elimination round.“You have to be happy with that and at the same time improve. We have to be even tougher and not allow ourselves to lose two in a row.”ADVERTISEMENT Oil plant explodes in Pampanga town Don’t miss out on the latest news and information. LATEST STORIES ‘We are too hospitable,’ says Sotto amid SEA Games woes PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss Private companies step in to help SEA Games hostingcenter_img Oil plant explodes in Pampanga town Grace Poe files bill to protect govt teachers from malicious accusations Sta. Lucia hopes to turn over new leaf with coach Babes Castillo in tow SEA Games hosting troubles anger Duterte MOST READ “We weren’t able to sustain our job defensively in the last five minutes. We had three breakdowns on scrambled defense in the last few minutes,” Alas told reporters.The Fuel Masters emerged as early contenders in the Philippine Cup but Alas said his team still has some work to do if it really wants to be one of the elites in the PBA.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine ‍football chiefSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption charges“If you want to reach the next level, you have to be able to make stops in the crucial moments,” he said.Phoenix made a string of stops in the fourth quarter that completed wiped out Rain or Shine’s 14-point lead in the third period. Rain or Shine center Raymond Almazan beats three Phoenix players for the loose ball. Photo by Tristan Tamayo/INQUIRER.netPhoenix took its first defeat of the season on Sunday and head coach Louie Alas felt they lost the game on the defensive end of the floor.Alas said the Fuel Masters committed too many defensive lapses that allowed the Rain or Shine Elasto Painters escape with a 98-94 win in overtime in a game that featured the top two teams in the league.ADVERTISEMENT View commentslast_img read more