7 of the Greatest Sales Books

Whether you’re just beginning a career in sales or whether you’re a seasoned pro, it’s always in your best interest to keep learning! I’ve compiled a list of some of the greatest sales books on the market right now. If you’re looking to venture into a new career or if you’d like to brush up on your skills, you may be interested in checking out some of these books. Go ahead and take a look!

1.The Psychology of Selling; By: Brian Tracy 

This book provides strategies and methods that implement psychology into a business perspective. Tracy explains the motivations of both the salesperson and the prospect in order to demonstrate the dynamics, opportunities and benefits for each party involved in the interaction.

2.What Great Salespeople Do; By: Michael Bosworth 

In this book, Bosworth takes a modern approach to sales. He emphasizes the importance of honesty and fostering trusting relationships. He leads with an emotional approach and stresses the fact that we are all human, and that people respond to our vulnerability. One noteworthy quote from his book is, “People who tell the stories rule the world”.

3.How To Win Friends and Influence People; By: Dale Carnegie

This is quite possibly one of the best motivational books in history. This is a top book for pretty much any subject and will honestly make your whole life better, overall. This book is a wonderful manual for how to interact with and treat others. It will drastically improve your professional relationships and will likely improve the outcome of your sales interactions. 

4.Spin Selling; By: Neil Rackham

The concept of this book is that difficult and complex sales deserve a different process. Spin Selling describes this different process thoroughly and it is said that SPIN can help anyone sell anything. Hey! Sounds like a pretty good deal to me! 

5.Selling to Big Companies; By: Jill Konrath

This book explains the differences in approach when dealing with large companies. Konrath explains how to manage the politics of large companies while helping them make wise decisions that will benefit their company. 

6. Strategic Selling; By: Robert B. Miller, Stephen E. Heiman, with Tad Tuleja

The concept of this book is to provide an understanding of how a company’s sales strategy and plan of execution can make or break a business model and therefore the business itself. This book describes in detail some of the best practices and models of successful firms and why they work so well. 

7.The Greatest Salesman in the World; By: Og Mandino

Mandino’s purpose behind this book is to rediscover the “why” behind selling, stearing away from the stereotype of manipulation and moving more toward the concept of helping others with what they actually need. 

All of these books can be found on Amazon. Happy sales! 

Get to Know Our CEO! As told by little sister, Nicole

For those of you who don’t know our President/CEO, Eric Norregaard that well, (or even those of you who do!) we thought we should let you know a little bit about his background. Luckily, I, as his little sister have  access to the inside scoop! 

1. Eric was born on April 8th, 1987 of Christine and Frederick Norregaard. Exactly two years later, baby sis was born on April 8th, 1989. (And was probably the best birthday present he ever got.) He also has an older brother, Daniel who works in the restaurant industry.

Danny and Eric

Nicole and Eric

Eric, Danny and Nicole

  

2. From a very young age, Eric showed great determination and spunk! He was a natural born saver and business man! When Eric was about twelve years old, his dad ripped a one dollar bill in half. He kept one half for himself and handed the other half to Eric and told him that if he kept it until he turned 18, he would give him $500.00. (Imagine the shock on poor ole’ Freddie’s face when Eric walked up to him on his 18th birthday holding that half of a bill, grinning ear to ear.) 

3. We lived up the street from these wonderful people; the O'Briens. Sue (mom), Tommy, Courtney and the legendary Big Guy (David). We have known them our whole lives and consider them to be family more than friends. 

4. Eric used to rock out on the drums and played football throughout his childhood for Dracut Pop Warner. 

5. Eric’s first job was scooping ice cream at Heritage Farm in Lowell, MA at 14 years old.

6. Eric spent a lot of his childhood at his family’s log cabin (which he actually helped build along with his father and uncles) in the White Mountains in New Hampshire.

7. Eric attended a vocational high school in greater Lowell focusing in culinary while also taking part in the school’s football and wrestling programs. He also worked at Todd English’s restaurant, Olive’s, in Charlestown, MA, while in  school. 

8. After graduating from high school, Eric attended college at Johnson and Wale’s University in Rhode Island, majoring in Culinary Nutrition. (And he can make a mean risotto that would leave even the great Gordon Ramsay speechless!)

9. While studying at JWU, he worked at Summer Winter at the Marriott Hotel in Burlington, MA as well as The Stonehedge Inn&Spa in Tyngsboro, MA. 

10. After graduating College, Eric worked at the Charter Oak Country Club in Hudson MA and also worked as a nutritional consultant for some professional athletes including Jacoby Ellsbury, Dustin Pedroia, Vontae Davis, and Matthew Stafford.

11. Although Eric enjoyed his culinary career, he decided to explore a new avenue and dove head first into the wonderful world of sales. He always wanted to own his own business and had never experienced working in sales before so he jumped right in and quickly worked his way up to where he is now! 

12. In 2011, Eric left his home town of Dracut Massachusetts with a small crew and together, along with the new additions to the team, they turned Peak-Incorporated into what it is today! 

Peak-Incorporated Gives Back!

On June 23rd, Peak-Incorporated hosted a fundraiser at Rickoli's Brewery to continue our efforts in supporting a great cause, Operation Smile. Operation Smile is an incredible, nonprofit organization that provides free surgeries to children and young adults worldwide, who suffer from clefts and other life-threatening facial malformations.

On Sunday the 23rd, the employees of Peak-Inc. joined together with their families and friends at Rickoli's Brewery for some good brew and some beer pong fun! Proceeds from the event went directly to Operation Smile, an organization which Peak-Inc. has been working with for years, now.

Though the beer pong games were full of rivalry and certainly brought out the competitive side of our employees, the purpose and goal of our fundraiser remained in our thoughts and hearts throughout the day. We are honored to be able to contribute to such an amazing organization. To learn more and see how you can give back as well, check out their website here: http://www.operationsmile.org/ways_to_give/

Overcoming the Stigma of Sales

So, in our last blog we talked about how we sales people have somehow developed a bad rap in the public eye. Now, how do we overcome this stigma and avoid being known as "that slimy sales guy" ?The number one goal here is to change your prospects’ view of you from a stereotypical salesperson to a provider, an advocate, an advisor, an assistant buyer, or even a friend! There are a few ways you can earn the trust and respect of a sales prospect:

1. Never represent a product or service that you wouldn’t buy yourself were you in a similar position. If you don’t truly believe that your product or service will be of value, do not push it on someone and do not waste their time. 

2. Adopt a new sales philosophy. Ask yourself, “ How can my prospects prosper by using my products?”, not “How much stuff can I sell today?”.

3. Do your research. Read everything you can about your client and come prepared to explain why your product is a perfect match for them.

4. Ask questions. Make it all about them. Ask what areas they need help in and how you can be of assistance. Don’t subject them to torturous broad PowerPoints or sales drones. Make is precise and personal.

5. Follow up and Follow through. Do what you say you’re going to do and do it in a timely fashion. Follow up by checking in and making sure they are satisfied with your product or service or maybe sending a small gift their way. 

6. Use/Make referrals. If you come by way of a legitimate referral, that increases the likelihood of a sale before you even walk through the door. If you make a referral for your prospect in some other area, you are opening up all kinds of lines of connections here. Your prospect will appreciate your effort and will hopefully return the favor. Whoever you have referred will likely do the same. 

7. Be prepared to walk away. Your product is not for everyone at every time. If you are not a perfect match, walk away. And fast. Apologize and say “I’m sorry, I don’t think I can be of service to you right now, but please don’t hesitate to contact me in the future if you see yourself in need of our services.” You will earn their respect and perhaps their future business. 

8. Most importantly, build yourself up! Remember, the first and most important sale you will make is yourself. If you view yourself as merely just a salesperson, so will everyone else. If you view yourself as a kick-butt advocate, advisor and trusted friend who works to help others run their businesses as efficiently as possible, your prospects will view you this way as well. You've got to portray yourself in a way that lets everyone know how fabulous you are! Now, go get your sales on! 

Common Myths About Salespeople: Debunked

     

       A position in sales can be a fantastic and rewarding career! However, salespeople often get a bad rap due to the stereotypes perpetuated by the general public. In fact, some salespeople actually do perpetuate the stereotype without even knowing (or meaning) it! That doesn’t mean these labels are true, though! 

        If you have really thick skin, these assumptions based on your chosen profession may not bother you one bit, but studies have shown that the stigma can have a negative impact on your ability to perform. What are some common stereotypes concerning salespeople? Recent polls suggest that people in sales are often viewed  as untrustworthy, dishonest, pushy and greedy. What gives?!!! Why does a career in sales carry such a stigma? Let’s set the record straight and squash these silly stereotypes! 

Myth #1: Salespeople work for commission and are therefore dishonest, unethical and pushy. Think shifty used car salesman. We've all heard the stereotype. Most salespeople are very driven and hardworking. That does not make them pushy. Most people in sales are genuinely concerned with providing a service of good standards and do have strong business ethics. Of course, there are some bad apples out there who ruin it for everyone else. (I can remember being chased halfway through the mall once by someone who wanted to straighten my hair and sell me hair products. What the heck???) If you’re chasing after people who are clearly uninterested and making them uncomfortable, you are probably one of those pushy salespeople and you should work on that. However, most people aren’t. And the fact is, no matter what your profession, we are all salespeople in some perspective and we all represent some sort of brand, so it’s time to move on from this unfair label. 

Myth #2: If you can’t talk a good game, you can’t sell. While you must be able to adequately represent your product, you don’t have to be the smoothest talker on the planet. In fact, one of the most important qualities in sales is being a good listener. Listen to your prospects’ needs and interests and you will excel way farther than someone who can BS their way through a sale. 

Myth #3: Sales is a roller coaster ride when it comes to success. Sales is only up and down if you let the process take you over. You need to take charge, you need to have goals and you need to have a clear cut plan for accomplishing these goals. Most businesses have seasonal shifts in productivity, but that doesn’t mean you will fall apart. You just need a plan. 

Myth #4: You have to be numb to be in sales. Salespeople will probably hear the word "NO” more than anyone else due to the nature of the business. You do not need to be completely numb to rejection, you just need to understand that it is not personal. There will be times when you’ll mess up, but you’ll learn from it. Most times, it’s not you; it’s just that the person is not in need of the service you represent. Rejection is only a bad thing if you let it eat you up. Otherwise, it’s a great opportunity for learning and growth! 

Myth #5: Sales is a dead end road. Are you serious??? Sales actually has tremendous opportunity for growth and promotion! In fact, did you know that at least 85% of company owners and entrepreneurs were once salespeople?! Starting with sales is a great opportunity to learn the ins and outs of a particular business with the luxury of being molded by your experienced superiors (who were likely once salespeople too!). If the end of the road is becoming a CEO/President of your own company, then the end looks pretty good to me! 

Unfortunately, stereotypes like these are hard to get rid of, but don’t let it get you down. In the future, we’ll discuss how to overcome the stigma of sales and avoid letting these opinions effect your performance. Just keep doing your thang! Happy Sales! =)

Helping Others to Help Yourself!

There’s an old saying that goes; ultimately, we only have what we give. While putting in the blood, sweat and tears in pursuing your life goals is a huge component in whether or not you’ll be successful in life, giving and helping others is equally important. Not only is giving and sharing a part of being a decent human being, but helping others will, in turn, help you as well. Helping others should be a natural extension of every entrepreneur and business leader’s obligations and here are some ways to incorporate this into your routine interactions:

Share your findings. Share the knowledge you’ve gained through your own experiences with others who are following your same path. Obviously, there are certain circumstances when it would be to your benefit to keep your methods a secret, but when it won’t hurt, share! Surely there have been times when someone has guided you and saved you the time and trouble of an ongoing trial and error type deal. Not only are you giving someone a break, but you are initiating a possible long term connection where you can exchange tips, methods and ideas. 

Share your resources. If you have invested in some resources to help you with your work, why not share with others? This not only applies to material objects or systems, but your employees as well. If you have someone who’s great at one particular area, offer to have them train someone in a similar position elsewhere (if they are wiling, of course). 

Inform others of opportunities. Know what those you interact with are interested in and if you spot an opportunity, give them a heads up! Use your business connections to suggest job openings or other general business opportunities. 

Introduce your connections. Help your contacts meet other contacts if it will be beneficial to them. Advocate for businesses that you interact with and help them to network with others. However, never sacrifice your credibility if you are not actually genuinely pleased with these businesses’ services or ethics. 

Give them credibility. Recognize your business connections to help boost their notoriety. You can do this by mentioning them through social media or mentioning them in an article you’ve written. 

Participating in friendly relationships with businesses that you network with will ultimately benefit your business directly. Creating and maintaing mutually beneficial friendships opens up countless opportunities for growth and improvement for all parties involved. 

 

Making Your Workspace Your Own!

Your work environment and the way your office is decorated and organized has a direct impact on how you feel while at work and ultimately your productivity. If your office decor is drab or dreary looking, chances are you’re not going to be too psyched about being there. If your office space is cluttered and disorganized you will likely feel overwhelmed and disorganized, yourself. On the other hand, if your office is organized and cheery, your performance will be much more satisfactory. There are many ways to make your office more purposeful and comfortable from practicing feng shui to adding personal touches to your decor. 

First, let’s talk about color. Of course, it is not typically practical to paint your office or cubical, but that doesn’t mean you can’t add color in other ways! Cool colors like blues and greens are said to have a calming effect while warm colors such as reds, oranges and yellows are said to make you feel more energized and focused. Choose colors that inspire you and make you most comfortable. Some ways to incorporate color without actually painting the walls include artwork, an area rug, colored furniture or some funky office supplies. Have fun with it! (Just be sure not to get too outrageous to the point of becoming unprofessional.) Lighting can also make a big difference in your level of comfort. You don’t need to settle for harsh overhead lighting. You can always bring in a small lamp which will provide more warmth and be easier on your eyes. 

There are many things you can do to promote physical comfortability while at work as well. Air quality is super important in staying alert and clear-minded. While a window is preferable, you can still keep your air fresh if you aren’t lucky enough to have one. Bring some of the outdoors indoors and buy some plants! There are many plants that actually filter and purify air!  Some examples are the spider plant, the snake plant, golden pothos, and warneck dracaena. Not only will these little guys improve your air quality, but plants just seem to have a way of cheering you up. If it’s hot and stuffy, invest in a small fan or an air conditioner (if your building allows it). 

If you’re going to be spending a lot of your time sitting at a desk, you should definitely invest in a good and comfortable chair. Maybe even sneak a foot rest under your desk. Some people find it beneficial to swap out a traditional office chair for an exercise ball, depending on whether it’s appropriate for your place of work and position. (If you’re in human resources, interviewees may find it distracting and ...well.... strange to see you bouncing around your office on a huge ball.) However, if you don’t really have to interact with people, it may be beneficial to use one for a few hours each day. It is said that they encourage you to sit up straight and engage your core stabilizer muscles, ultimately improving posture and decreasing back pain. Even then, it may be impractical to spend your whole work-day on one. Whatever works for you! 

Now let’s talk about office organization and layout. Check out some info on feng shui. I am a true believer that room layout and energy flow can have a huge impact your comfort level. Make sure your space isn’t too cramped and don’t bring in unnecessary clutter. Set up your desk so that you have a clear view of the door. Make sure to set your computer to a comfortable viewing distance and your eyes should line up just a little above the center of your screen to prevent you from getting neck cramps. 

Organization in essential for optimal productivity. Invest in some organizational units such as file cabinets, folders, bulletin boards and shelves. Try to build up instead of out to avoid cluttering your work space. Make sure the things you use most are easily accessible and replace supplies as needed. 

Finally, add some personal touches. Research shows a positive correlation between art and productivity at work. Not only does pleasing artwork increase productivity, but it relieves stress and improves morale and creativity. You can also bring in a few personal pictures that are comforting and inspiring to you. Just make sure they’re work appropriate. (Not pictures from your crazy bachelor party or of you in your bikini on your spring break trip!) Another way to boost your mood and add a personal touch is creating a small motivation board. Print out some of your favorite quotes or inspiring photos to provide a little pick-me-up when needed and pin them to a board or use magnets to post them on a file cabinet. Depending on your office, you may want to get a plug in air freshener (just be sure to check with office-mates or company policy before bringing one in). I would suggest Bath & Body Works Wallflowers plug-ins. They have a huge selection of light and fresh fragrances that won’t be overwhelming. I suggest the Island Margarita scent. WARNING: MAY CAUSE UNCONTROLLABLE AFTER-WORK MARGARITA CRAVINGS!

Take into account your office space’s color, lighting, layout, organization and general  decor and consider whether or not you’re happy with it. You’ll be surprised how making a few simple changes can transform your space into an environment of optimal productivity!