Hacker News Comments on
How You Make the Sale
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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.