Hacker News Comments on
How You Make the Sale
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All the comments and stories posted to Hacker News that reference this book.I agree with this and have 2 book recommendations to help with marketing and sales.For marketing, I recommend Traction by the founders of Duck Duck Go. It gives a practical guide to tons of different marketing channels and when each one is appropriate https://www.amazon.com/Traction-Startup-Achieve-Explosive-Cu...
For sales, I recommend How You Make the Sale. It's a general sales book no matter if you're selling software, services, or physical goods and it does a great job of walking you through the sales process and where it overlaps with the buying process. It also helps reframe a lot of the "scary" parts of sales like objections as "requests for more information". Highly recommend for technical people who are new to sales https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204....
The only sales book I really liked was How You Make the Sale by Frank McNair https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204...A lot of sales books teach Jedi mind tricks and "tricks to close" and crap like that. This is much more practical. It walks you through a customer's buying process and shows how you can map that to your sales process. I find that making a better connection with my clients comes from putting their best interest first and being a good person. No need for psychology or tricks. Once you understand the buying process, and you understand the products/services you're selling, you're good to go.
⬐ mrt000Thank you for the advice, will also note that. I think that's my problem as well, making a true connection with my clients.. Thanks for the book recommendation :)
My favorite is How You Make The Sale by Frank McNair https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204...I came from a technical background as well and this was the only book that really explained the process to me without a bunch of "closing tricks" or other gimmicky sales tactics.
I'm a big fan of Fog Creek's "The Most Basic Things Your Company Needs to Know About Sales" (https://www.fogcreek.com/guide/The-most-basic-things-your-co...) It's roughly 25 pages about high level sales strategies. The PDF mentions the book "How You Make the Sale" by Frank McNair (https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204... was a great 101 level book on sales. It's high level so it could be applied to everything from selling cars and real estate to software.I found these helpful because it was less "here's 10 closing tips and tricks!" and more about the sales process.