The Sales BookClub Podcast Daniel Locke, Zack Mofield & Ryan Pew

Written by Matthew Dixon and Brent Adamson, The Challenger Sale continues to be one of the top selling books 15 years after it's first publication.
Find out who we recommend the book for, what we like about it and don't like about it.

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No matter your goals, Atomic Habits offers a proven framework for improving--every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results.
If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change. You do not rise to the level of your goals. You fall to the level of your systems. Here, you'll get a proven system that can take you to new heights.
Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. Here, he draws on the most proven ideas from biology, psychology, and neuroscience to create an easy-to-understand guide for making good habits inevitable and bad habits impossible. Along the way, readers will be inspired and entertained with true stories from Olympic gold medalists, award-winning artists, business leaders, life-saving physicians, and star comedians who have used the science of small habits to master their craft and vault to the top of their field.

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The new psychology of selling.
The sales profession is in the midst of a perfect storm. Buyers have more power – more information, more at stake, and more control over the sales process – than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers
clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge”, “teach”, “help”, give “insight”, or sell “value”. And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.
 
Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge – controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch – are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elite
group of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling – Sales EQ – to keep prospects engaged, create true competitive
differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.
 
In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:
 
How to answer the five most important questions in sales to make it virtually impossible for prospects to say noHow to master seven people principles that will give you the power to influence anyone to do almost anythingHow to shape and align the three processes of sales to lock out competitors and shorten the sales cycleHow to flip the buyer script to gain complete control of the sales conversationHow to disrupt expectations to pull buyers towards you, direct their attention, and keep them engagedHow to leverage non-complementary behavior to eliminate resistance, conflict, and objectionsHow to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stallingHow to tame irrational buyers, shake them out of their comfort zone, and shape the decision making processHow to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markersAnd so much more!

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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.
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After reading "Start with Why" the Sales Bookclub Podcast guys decide to talk a little bit about their past and why they are in sales.
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People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it.
Start With Why shows that the leaders who’ve had the greatest influence in the world all think, act, and communicate the same way — and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

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