Winter Sales Reading List

My favorite books on sales actually have nothing to do with sales whatsoever. I read and reread books like "The Four Agreements" and "How to Win Friends and Influence People" on a regular basis to find inspiration and answers.

Recently, I came across another old favorite that I had completely forgotten about. It was written by H. Jackson Brown and is called "Life's Little Instruction Book." In its pages are 705 life lessons, starting with, “Compliment three people every day” and ending with, “Call your mom and dad.”

Who can argue with that?

Reading books like this one bring me back to the fundamentals of sales which I believe is the same as studying the fundamentals of human nature. So much of our job as sales reps comes down to understanding people and reading into their words and behavior. This kind of book grounds us in simplicity.

Every year I buy my kids one book each for Christmas. This year they'll be getting this one.

I can’t quote too much of this book without breaking some sort of copyright law, so suffice it to say that you need to pick up a copy and keep it handy. Amazon sells it for about 13 bucks. I defy you to find someone who wouldn’t benefit from its lessons.

*Two years ago it was, "Sh** My Dad Says," one of the funniest books I’ve ever read. Inscribed on the inside cover to each of them I wrote, “You are my favorite daughter. Don’t tell your sisters. Dad.”

Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of print reps and selling owners. Check out his Sales Resources page and contact him at (781) 934-7036 or bfarquharson@napl.org