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Originally Posted by Elenny  What are some good books for someone who couldn't sell cold water on a hot desert?
I have never been able to sell anything. I prefer to give things away because it makes me feel better. But now my father is asking for my help with his business. He operates a small radio station which has been going downhill since his partner -- who was the salesman -- died a year ago.
Right now he can't afford to hire professionals, so I told him I would try to help him, but I am horrified to walk into a business and offer anything.
Is there a book that can help me overcome my fear (perhaps of rejection), or are salespeople born to sell and there is no remedy for someone like me? |
Elenny, its you again! I don't sell radio (I sell print and online and am a fan of Helen Berman's "Ad Sales") but I am aware of this book: The Million Dollar Media Rep: How to Become a Television and Radio Sales Superstar. Generally though I have a dim view of sales books. Like diet books, a 1000 are published this year and another 1000 next year and nobody is losing any weight ... or making any more sales. That being said, there are some that help but which one is best for you depends on what level of salesmanship you are at. Some of the best "sales" books aren't sales books at all: I am reading Ken Wilber's "No Boundaries" and I am getting more out of that than any sales book I have ever read. I would avoid any "old school" sales books because customers can smell those manipulative techniques a mile away - people have become more sophisticated since the days of Carnegie and Bettger. One good resource is a book called "Let's Get Real or Let's Not Play." It's top notch material, probably not exactly what you need as it is for the complex sale but may be helpful nonetheless.
I don't believe anyone is born to sell. Become an advertising consultant. This will take some work on your part but I think it is the best way to go.
Ah, I almost forgot, "The Go-Giver" may be the "sales" book that will help you help others. If your motivation is to help and you really believe you can then the fear seems to melt away.