Phil M. Jones’s Five Essential Books for Understanding Selling
Phil M. Jones has made it his life’s work to demystify the sales process and reframe what it is to “sell.” His latest book, Exactly What to Say: The Magic Words for Influence and Impact, is a must-read for anyone in business who is looking to increase their impact and influence. In it, he outlines how to know exactly what to say, when to say it and how to make it count. Phil has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication, so I’m not at all going out on a limb when I say Phil understands the art of selling, and how word choice affects and shapes your ability to persuade. Be sure to follow Phil on Twitter @philmjonesuk. (And, if you missed it, check out this exclusive MagicMentor video with yours truly.)
Book #1: How to Win Friends & Influence People
By Dale Carnegie
This was the first book I ever studied as opposed to just read. Rather than teaching skills, it teaches principles. The knowledge of the deep-rooted principles that make people tick and move them to action is essential for driving sales success.
Book #2: Selling to Win
By Richard Denny
Although many of its examples are nostalgic and quite quaint, this book delivers timeless powerful skills that will never go out of fashion.
Book #3: To Sell Is Human: The Surprising Truth about Moving Others
By Daniel H. Pink
I have often said that everybody is a salesperson in some way and this book makes that point better than anything I have ever read. Understanding the world’s aversion to salespeople is a fundamental component to your sales success; this book brings immense clarity to how to think about selling.
Book #4: Same Side Selling: A Radical Approach to Break Through Sales Barriers
By Jack Quarles and Ian Altan
Selling skills are traditionally celebrated in environments where prospects are closed and sales teams are incentivized by the instant recognition of a signed contract. This book turns success on its head and is the essential guide for consultative selling and moving buyers through the decision-making process with integrity.
Book #5: Little Red Book of Selling: 12.5 Principles of Sales Greatness
By Jeffrey Gitomer
Sales professionals typically have short attention spans, and this book is aware of that. You are delivered straight talking, no nonsense and inspiring advice straight from the start. This short read should be a lifetime companion to everyone who sells.
Meet Phil M. Jones
As the author of five bestselling books and the youngest-ever winner of the coveted Sales Trainer of the Year award, Phil M. Jones is one of the most in-demand speakers on the planet. Phil’s famous for his powerful “magic words” and his highly engaging approach to a subject whose landscape is often littered with hype and power-hungry “gurus.” By learning “exactly what to say” and the power of using what he calls his “magic words” to increase influence and persuasion, his audiences walk away with a new perception of sales and armed with proven skills and an insatiable hunger to put their new learning into action.
Connect
Web: www.philmjones.com
LinkedIn: https://www.linkedin.com/in/philmjones/
Twitter: @philmjonesuk
Facebook: www.facebook.com/philmjonessales
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About Michael Bungay Stanier
Michael is the Senior Partner at Box of Crayons, a company that teaches 10-minute coaching so that busy managers can build stronger teams and get better results. His most recent book, The Coaching Habit, has sold a quarter of a million copies. Michael is a Rhodes Scholar and was recently recognized as the #3 Global Guru in coaching. Visit BoxofCrayons.com for more information.
