This part of the site will be evolving over the coming months, but for now, here's what's here:
As I mention in my biography The Author, I left the secure world of academia to plunge, headfirst, into corporate consulting and training - kind of like bungee jumping with factory reject rubber bands.
My academic background (M.A., Ph.D.) led me to start gobbling up every book I could find on selling. My actor training invited me to simply observe, attentively, what was going on around and inside me. Over the years, that’s turned out to be a better plan. But I certainly collected a lot of books on selling, starting with Frank Lapp’s How to Outsell the Born Salesman (1959). “One of the surest ways of producing sales is the use of a planned sales story.” Hmmm.
My bookcase(s) were jammed with sales (and customer service and negotiation) books - all the greats: Og Mandino, Zig Ziglar, Brian Tracy, Tom Hopkins, Joe Girard, Miller Heiman, Jeff Gitomer, Benson Smith and Tony Rutigliano, Neil Rackham, David Sandler, Kevin Hogan and William Horton - kind of like the Rock & Roll Hall of Fame for sales authors and consultants. (And I’m not even in Cleveland.) I still had a dog-eared copy of Dale Carnagie.
But when I went to re-issue The Tao of Sales, I asked myself: “How many of these books have I used in the past year? The past decade? The list got a lot smaller. So I decided to move what I wasn’t reading or using into boxes. Several boxes. There they sit in my barn, now, waiting for the raccoons to start building nests. And in the process of deciding what to keep, I learned something.
A lot of these books were good in their time - like the Chilton manual on VW Beetles that kept my first car going through several 100,000 mile revolutions of the odometer. I could take apart an air-cooled engine with my eyes closed. The only problem – JoAnn and I now drive a Honda and a Prius. I now wave, nostalgically, every time I see an old VW Bug go by.
For my sales book recommendations, mouse over the books to the right.