Anyone a salesman?

[STLantny]

I started a job, selling/maintaining/installing point of service equip (touch screens, scanners, cash registers etc)
for restaurants, bars, and retail shops. I make much more money if I sell. I know I have an inherent talent at selling, because Im fairly good at it, naturally. I know how to "sell" (not in a slick/scam artist/creep way). But I havent really read anything on how to sell, from a "scientific" pov. Anyone have any recomendations on books/reading materials so I can get a better understanding? Anyone have any tips? Is it true that some people are "naturals" at selling, ie, you either love it or hate it?

[NorCalJosh]

a lot of selling is feel. you can read books etc, but it comes down to being able to read the individual your selling too. knowing when to hold off and let them think, and when to push, when to stand firm and when to budge, just stuff like that. in that sense its very natural, because either you can do that, or you cant.

[handsome]

Watch "Boiler Room" for selling theory.

[STLantny]

Ive seen boiler room, good movie, but not my approach to sales. I found, and this is probably very cliche, but my poker skills have transfered so well towards reading people, and closing a deal, hence why I believe Im a "natural". But, Id like to read a book or two, on how to apply my natural skills in a scientific way.

[aK13]

Little Red Book of Selling by Jeffrey (or Geoffrey) Gitomer.

[DasLeben]

[ QUOTE ]
Little Red Book of Selling by Jeffrey (or Geoffrey) Gitomer.

[/ QUOTE ]

I have this book, but I didn't read through much of it before I left my job at the stealership. /images/graemlins/smile.gif

[tripdad]

Integrity Selling by Ron Willingham is a pretty good one.

cheers!

[cbfair]

I assume you've heard of Secrets of Closing the Sale by Zig Ziglar. It's been in print for 30 years or more and is still up to date and useful.

[ChipWrecked]

Ziglar is good.

Number one tip is to crank the numbers. The more decision makers you get in front of, the more deals you will close. Also, the better your 'feel' will get.

Much like playing thousands of hands worth of that card game.

[JaBlue]

what you want (http://www.amazon.com/exec/obidos/tg/detail/-/0671579592/qid=1125480034/sr=8-4/ref=pd_bbs_4/103-6390974-0586260?v=glance&s=books&n=507846)

[lastsamurai]

Its all in the close...All in the close! If you cant close accounts make sure you stock up in cup of noodles.

[ChipWrecked]

Always be capping.... er, closing... whatever