Sales training from books

Would anyone be interested in discussing the pros and cons of learning sales from a book?

Quote:

Originally Posted by Thomas

Would anyone be interested in discussing the pros and cons of learning sales from a book?

Yes...I would be interested. My own experience has been that you can, to a degree, develop from models portrayed in a some books at various stages of one's career.

It has always been an interest of mine and I have a working knowledge of many of the books on selling.

Here are a few Pros and Cons. I'm sure others will have plenty more.

Pros:

Time - Read at you own pace.
Money - Relatively low price of books.

Cons:

No coach/trainer to correct you in your interpretation or application.
No involvement with coach/trainer or course participants such as question and answer sessions, role playing, etc.
No ability to see/watch the trainer execute the skills presented so no ability to model his/her performance.

Quote:

Originally Posted by SalesGuy

No ability to see/watch the trainer execute the skills presented so no ability to model his/her performance.

Two extremely worthwhile books on selling from different eras were able to circumvent that issue with the authors presenting the material in biographical form. Bettger's classic, and Mega-Selling by David Cowper.

Sharon Drew Morgen attempted to do the same in Selling With Intregrity.

I'm not sure what training programs provide the chance for the participants to "see/watch the trainer execute the skills presented". Unless you are referring to field training which could vary in quality.

Quote:

Originally Posted by Gary Boye

I'm not sure what training programs provide the chance for the participants to "see/watch the trainer execute the skills presented". Unless you are referring to field training which could vary in quality.

I was referring to the trainer demonstrating "how" to perform a given task/skill.

Most sales books I have seen are written by consultants/trainers. If their book "clicks" with you, you can call them up and get further training.

Salesguy those are some good points.

Gary, I have the Betger book, got it last week.

Derek, do you think that is the idea behind some of these sales training books - give you a sample so you can pay for the full training?

Quote:

Originally Posted by Thomas

Derek, do you think that is the idea behind some of these sales training books - give you a sample so you can pay for the full training?

Absolutly.

I think High Probability is a great example of a book that is 100% produced with that intent. I don't think they hide that fact though.

However, I have also read books where the author is happy to discuss and clarify their points even though they have a service to sell. I called up the author of "I'd Rather Have a Root Canal Than Do Cold Calling". She talked to me for about an hour on the phone and exchanged a bunch of emails with me to tailor scripts, all for free. I have had similar discussions with other authors as well.

Wow, that's cool Derek. Did you have to work up the nerve to make the call?

Quote:

Originally Posted by Thomas

Wow, that's cool Derek. Did you have to work up the nerve to make the call?

HAHA.

No, I wasn't calling to sell them anything.

Sales training from books

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