Chapter 1: The Key to Sales Success

To maximize your earnings in sales, there’s one principle to grasp. It can be summarized by this powerful quote:

"You can achieve anything in life if you assist enough others in achieving what they want."

This wisdom from Zig Ziglar shifted my perspective over ten years ago and is a cornerstone of my business achievements.

Everyone faces challenges. When you provide effective solutions, you’ll see financial rewards. The formula is straightforward:

To increase your income, increase the number of people you help!

If your goal is to earn a million, aim to assist a million. Many individuals overlook this, focusing solely on their own desires, yet true success in sales hinges on being of service to others.

The books highlighted today will cultivate this mindset and equip you for the sales victories you seek. Additionally, I want to highlight two outstanding sales books that aren’t on this list: one featured in my Instagram post and the other titled Selling From Your Comfort Zone by Stacey Hall, both of which I highly recommend!

And one more thing…

I recently appeared as a guest on The Compounding Project podcast! We delved into various topics, including how I grew a successful Instagram business and my note-taking method from over 1,300 books. Check it out on YouTube if you're interested!

In This Edition of The Reading Life, We Have:

📜 Book Quote of the Day

📚 Influence by Robert B. Cialdini

📚 Never Split the Difference by Chris Voss

📚 Never Eat Alone by Keith Ferrazzi

📚 The Greatest Salesman in the World by Og Mandino

📚 The Ultimate Sales Machine by Chet Holmes (with Amanda Holmes)

📚 Exactly What to Say by Phil M. Jones

📚 Zero Resistance Selling by Dr. Maxwell Maltz

📚 Way of the Wolf by Jordan Belfort

📚 Sell or Be Sold by Grant Cardone

📚 Make 'Em Laugh & Take Their Money by Dan S. Kennedy

We have a wealth of knowledge to explore today, so let's dive in!

"It comes down to the simple but no less profound truth that effortful learning changes the brain, building new connections and capability. This single fact — that our intellectual abilities are not fixed from birth but are, to a considerable degree, ours to shape — is a resounding answer to the nagging voice that too often asks us, 'Why bother?' We make the effort because the effort itself extends the boundaries of our abilities. What we do shapes who we become and what we're capable of doing. The more we do, the more we can do."

-Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel, Make It Stick

"By using our superior intelligence, we have created such a complicated world that we have to resort to the decision-making processes of the animals we once transcended."

-Robert B. Cialdini, Influence

This book is a timeless classic in the realm of persuasion and has set the standard since its release in 1984. I generally approach new persuasion books with skepticism — save your time and funds and just invest in this one.

Cialdini meticulously outlines seven universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, scarcity, and unity. Mastering these principles will provide insight into human behavior and how to influence it effectively.

Influence, like The 48 Laws of Power, is amoral — it’s not about the content itself, but how you choose to apply it. You could leverage it for negative outcomes or use it to inspire positive change. The choice rests with you.

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"Empathy is not about being nice or agreeing with the other side. It's about understanding them. Empathy helps us learn the position the enemy is in, why their actions make sense (to them), and what might move them."

-Chris Voss, Never Split the Difference

Let’s strike a deal: if you read this summary to the end, I’ll share some of the most remarkable tactics I’ve gleaned from Chris Voss, the former lead international kidnapping negotiator for the FBI, for getting what you want in life’s negotiations.

While discussing this book, I want you to feel fairly treated. If at any moment you feel otherwise, please interrupt, and we will address it — that’s one of the magical phrases you’ll learn from Voss.

Now, let’s get serious: you can achieve almost anything in life; you just need to master the art of asking. That’s what this book teaches, shaping your thinking as you internalize its lessons.

Negotiation is the art of guiding someone to agree with you, and the days of intimidation tactics are over. Modern negotiators rely on empathy and active listening — the unglamorous yet effective methods that return real hostages to their families safely.

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"Today's most valuable currency is social capital, defined as the information, expertise, trust, and total value that exist in the relationships you have and social networks to which you belong."

-Keith Ferrazzi, Never Eat Alone

Connection and relationships are the universe’s laws. This book will help you implement that law to create a powerful network that will help you realize your greatest ambitions.

Never Eat Alone is a classic in networking literature — it’s not just about who you share meals with. Keith combines his experiences with stories of influential connectors like Katherine Graham, Bill Clinton, and Dale Carnegie to share effective strategies for gaining influence by being valuable to others.

It’s about adding value to your connections and being a reliable resource for your network, ensuring mutual success.

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"Success will not wait. If I delay she will become betrothed to another and lost to me forever. This is the time. This is the place. I am the man. I will act now."

-Og Mandino, The Greatest Salesman in the World

Og Mandino transformed his life from despair to selling over 50 million books, making this one of my all-time favorites. The core message? "Do it now."

Yesterday is gone, tomorrow is uncertain, and wasting today equates to squandering "the last page of your life." Mandino’s wisdom is akin to what Marcus Aurelius might express if he were an insurance salesman!

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"The best method of selling I've ever seen is when you can guide your prospects through a series of questions and they sell themselves on your product or service."

-Chet Holmes, The Ultimate Sales Machine

Chet Holmes introduced the Dream 100 method, and this classic business manual offers several strategies as valuable as that one. If you aim to boost profits in your business, this book is essential.

It covers management, sales, organization, and public relations skills — the fundamentals that will ensure a consistent lead flow.

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"The worst time to think about the thing you are going to say is in the moment you are saying it. This book prepares you for nearly every known eventuality and provides you with a fair advantage in almost every conversation."

-Phil M. Jones, Exactly What to Say

This practical guide is packed with phrases and psychological insights that will give you an edge in business and life.

The difference between a 'yes' and a 'no' often hinges on knowing what to say and when. Never enter an important conversation unprepared; this book offers invaluable tips for any situation.

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"The world is full of people who continue to do the same thing over and over, even though it produces unsatisfactory results each and every time."

-Dr. Maxwell Maltz, Zero Resistance Selling

While Zero Resistance Selling may not match Psycho-Cybernetics, it applies similar principles to sales, helping you achieve better results. It emphasizes reshaping your self-image to overcome barriers to your sales goals.

Remember, no tactics will work if you approach sales calls with self-doubt.

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"Three things have to line up in your customer's mind before you have a shot at closing them. They are called the Three Tens: the product, the trust and connection they feel with you, and their opinion about the company you represent."

-Jordan Belfort, Way of the Wolf

Jordan Belfort, known from The Wolf of Wall Street, penned a compelling sales guide. While you may be skeptical of his change, this book is packed with valuable insights into sales techniques and strategies.

Belfort details his "Straight Line Selling" system and emphasizes the importance of establishing trust to close even the toughest prospects.

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"If you can't pass the simple test of being willing to buy your own product, you'll never be able to sell others in large numbers."

-Grant Cardone, Sell or Be Sold

Grant Cardone aims to make his name synonymous with sales. His high-energy style may not resonate with everyone, but his insights are invaluable for anyone in sales.

This book could be transformative for the right individual, offering practical secrets from a highly successful salesperson.

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"For better or worse, people will give more minutes of attention to something they find entertaining and amusing than they will to anything serious."

-Dan S. Kennedy, Make 'Em Laugh & Take Their Money

This book, while humorous, is essential for anyone looking to inject fun into their sales presentations. Kennedy emphasizes that humor increases sales and provides strategies for incorporating it effectively.

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I hope you enjoyed this edition of The Reading Life. Have a wonderful week ahead!

Until next time… happy reading!

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