Great post. Learning + execution = win.

I'd replace Ziglar with Eades New Solution Selling, or at the very least Rackham's Spin Selling. If you want to understand the history of sales or get a source document for the kind of sales training of the distant past, Ziglar will work. Eades or Rackham will provide a better overview of what current salespeople are reading & trying to apply.

Similarly, Napoleon Hill can give you a good idea of the history of the 'self help' movement – but we both know that self helpey stuff is usually more of a problem than a solution. As Kennedy's told us over and over, the dirty little secret is that the people who succeed with the help of a 'self helpey' push would have succeeded anyway – they're the ones who take action, and whether they took action on plan A or B or one they made up, it's the action that works for them.

For coaching, I'd be looking for people who have demonstrated success in the area that I'm interested in, or analogous experience that will let them understand where I'm coming from. EG somebody in a good marriage to help me with relationship advice, somebody who's overcome personal trauma to help me work through tough times, somebody who's made money to help me with my finances / business ideas, etc.

Just my $2, of course

I like Jaques Werth's High Probability Selling as a decent sales concept.

And I most subscribe to the concepts of the late David Sandler's sales training.

Two very different but equally effective programs.

Sandler more so as the Sandler Sales Institute members succeed due to continued mentoring and constant and never ending training to improve.

Zig never tripped my trigger for sales methods but, good motivation training of the attitude and his “Checkup from the neck up”.

Tommy Hopkins another that is so gurified, but I hated the methods of what I felt were Snidley Whiplash Hype.

I preferred less showmanship and more relationship instead of the customer being just another “mark.”

I would also suspect the Amish successes are driven from very tight relationships.
The classic Barn Building comes to mind.

Now where did I leave my straw hat?

No problem John. I am looking forward to reading the book this weekend. Thanks for stopping by.

Eric

Thanks so much for the comment. I'm trying to find a moment to actually read the book

That's so cool – re: the books on the Amish shelves.

Noah