Episode 307: 10 Sales Books for the Beach

Intro

Bob Woods: Welcome to the Making  Sales Social Sales Social podcast featuring the top voices in sales, marketing, and business. Join Brynne Tillman, Stan Robinson Junior, and me, Bob Woods, as we each bring you the best tips and strategies our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show. Welcome to Making  Sales Social Sales Social Live coming to you from the social sales link virtual studios.

0:00:49 – (Stan Robinson, Jr): Welcome sales and marketing professionals to Making  Sales Social Sales Social Live. I’m Stan Robinson Junior. Bob Woods won’t be joining us today, but I’m here with my co-host, LinkedIn whisperer, and LinkedIn sales insider, Brynne Tillman. How are you doing today, Brynne?

0:01:08 – (Brynne Tillman): Hello Stan, my friend. I’m doing well. I’m excited to be here with you for a very short, but I think pretty decent live podcast episode.

0:01:20 – (Stan Robinson, Jr): Yep, absolutely. And now that beach season is starting, I’m not sure when the official start date is, but it’s getting warm. We wanted to talk about combining business with pleasure, so to speak, if you’re going to be at the beach, how you can make, some good use of your time in addition to what you’re doing to get a great tan. So, Brynne. Yep. I know you’ve got ten great books for us, so I do.

0:01:52 – (Brynne Tillman): The first two are by the same authorization. So I’m going to start with probably the most read sales book of our time, not counting, like, Dale Carnegie, but like, the modern-day books is fanatical prospecting. Really. This is almost like the quintessential book that every new salesperson reads. Just is. I have a second one from him selling in a crisis.   Now, he has a lot of books, I don’t know, dozens, if not more.

0:02:28 – (Brynne Tillman): But this, he wrote this like in the pandemic time. But as I started looking through this when I was putting together my list, I really only expected to put fanatical prospecting, and I didn’t think I was going to add a second book by him because I thought maybe that was an unfair advantage. But right now, you know, there are folks that are saying, hey, it’s a little slow. Things are not as strong as they’ve been like we had last year. People were doing exceptionally well and people are struggling a little bit.

0:02:59 – (Brynne Tillman): There is so much gold in this book. If you feel like your pipeline has slowed down a little bit, so highly, highly recommend it. Those are the first two. Number three. I love this. This is by Kay Miller. It’s called uncopyable sales secrets. What I love about this is it really helps you to define your competitive advantage. What is it about you and what you sell? And by the way, it’s not always the product that’s the competitive advantage.

0:03:36 – (Brynne Tillman): Right? So I really love this. It’s a short book. You could probably read it one day at the beach. The other two are a little bit longer. But this is a. A relatively quick read, maybe two days at the most for an even faster read. Small lists, big results. This is by my friend Robbie Samuels, who is brilliant, probably the most brilliant Zoom person. Like how he runs zooms with breakouts and he manages, one of the things he does, he manages, like, huge Zoom conferences for corporations.

0:04:18 – (Brynne Tillman): But he put this out, and I was. It’s a little book. That’s why, you know, I picked a couple of smaller books. If you’re only at the beach for one day, this is another one-day read. But it’s really amazing how, you know, if you have a small list, even a few hundred people, you can absolutely convert and also then continue to build that list. My good friend, I hope he’s okay with me calling him my good friend.

0:04:51 – (Brynne Tillman): David Newman, wrote a very famous book called do it marketing. Probably not as famous, but I think even more impactful is his do-it selling. This is a longer book, so this. But he does have, you know, there’s some color and interest throughout the book. It really is actionable. And what I love about this book is you don’t have to. It’s not like you have to read the whole thing. There are really good insights. Right. That helps you grow your deals and ask for higher fees even, or earn the right to have higher fees.

0:05:31 – (Brynne Tillman): So, you know, for trainers, coaches, consultants, this is foundational, especially if you are struggling to get the right clients, the right size deals, and the right amount of money for those deals. And so I think this is an absolute must. Summer, read my next one. James Muir is unsticking deals. I haven’t read it yet, so I just got it a couple of days ago. I actually put a little video out on it. I love James’s work.

0:06:10 – (Brynne Tillman): I think he’s brilliant. And, you know, I personally think the hardest part of sales is the prospect of getting to the first call. But the second thing is getting it from interest to close. Right. Where does it get stuck? I believe, again, I haven’t read this yet. This is literally my beach read my first week on the beach, unsticking deals. So I’m really, really excited about this one. You know, I’m saying, I’m assuming, knowing James and his brilliance, that it’s going to be one of my top ten. So I just put it in the top ten for now.

0:06:46 – (Brynne Tillman): I absolutely love it. This one is by our friend Bernadette McClelland. And I am not like this huge proponent of disruption, although a lot of folks feel like disruption creates opportunity. She actually changed my mind a little bit with this. She actually shifts and disrupts. She actually shifted the way. She disrupted the way I think. But what I think was, what I love most about this is it moves you from selling a product to selling a solution, right? Like that.

0:07:35 – (Brynne Tillman): Your insights, the value that you bring to the table is what they’re buying. So love this. This is probably a two or three-day beach. Ready? This is an oldie but a goodie. And I actually am going to bring it to the beach that if I go through nonstickable deals, I’m going to reread endless referrals by Bob Berg. Now, most of you know Bob Berg as the go-giver and the whole go-giver series. And go-givers sell more. Go givers influence. I mean, they’ve got a whole series I love, but this book changed the way I sell when I read. I mean, there are a few books that have influenced social sales links. From our perspective, endless referrals are up there, and challenger sales are one of them as well.

0:08:31 – (Brynne Tillman): Endless referrals are about how are you building relationships and how are you becoming referable. A big thing that we teach with LinkedIn and Sales Navigator is how to find your ideal target market and leverage your shared connections to get introductions or permission to name-drop. And this book, endless referrals, was key in getting me in that mindset when we were building all of that out.

0:08:57 – (Brynne Tillman): I have two more. This is not a sales book per se, but I think every salesperson needs to read it. But I’m also going to say that you had said we’re mixing business and pleasure. This book is going to or personal. This book mixes business and personal in a way that what you learn from this will not only change the way you look at business but the way you look at all of your interactions and relationships.

0:09:34 – (Brynne Tillman): It is so incredibly brilliant. It is a choice to be positive. We can reframe any situation, even some of the most difficult ones, and reframe it in a way that creates a positive world that helps our employees, our work relationships, and our personal relationships. This is an incredibly powerful book by Anthony and Arena. So love, love, love this book. And the last one I’ve picked, and this is a, you have to have a week at the beach if you’re going to read this one at the beach.

0:10:17 – (Brynne Tillman): But trust and inspire by Stephen Covey. Now. Stephen R. Covey. Stephen M. R. Covey. He’s the son of Stephen Covey. Trust and Inspire is absolutely one of the most powerful books. Now all transparency. I read it on audio. I didn’t read it. I listened to the whole thing, but I listened and relistened and relistened. And it’s about reframing command and control, which is how we typically manage and lead, is command and control. Like, I’m commanding people to do things, whether it’s, you know, I want you to do this, I’m controlling this.

0:11:03 – (Brynne Tillman): And, you know, it’s, I think, and in some ways, I think it’s like the carrot and the stick, right? Command and control is the stick. Trust and inspiration is the carrot. So this is really about just reframing, how you say things and how you approach things that really develop deep, deep respect, relationships, rapport where people, when you trust and inspire, you create a much stronger bond and much more effective relationships in so many ways.

0:11:41 – (Brynne Tillman): And it’s not a big jump, it’s a small reframe. I think the negativity fast is similar. It’s just reframing things. So as big as this is, and it’s a big, long book, which is why I do that audio. I mean, I probably will go and read a bit. I might bring it to the beach. I loved it on audio, so I might recommend that. And I have a little bonus, which is not on my top ten, but, my good friend Eric Bam just posted this is like, if you have 20 minutes at the beach and that’s it. This is your book. It’s not. I’m not calling it a beach book, really.

0:12:23 – (Brynne Tillman): It is a quick book that is really inspiring. And it’s called Dreaming Again, a road map back to you. I think it really took me 20 minutes to read. Like, I’m not, It’s not exaggerating. If it’s small under exaggerating, I’m not minimizing. I don’t know. But it is such a powerful, a little spiritual, a little connection to whatever your God is, right?  And it’s really about how good it is to dream.

0:13:00 – (Brynne Tillman): And I love this and I know, and I got it. I’m like, that’s it. And then I went it’s enough. So not a beach book. Like, literally, like, this is something. If you have kids and you have to pick them up or a spouse at the train station, this is a great thing to leave in the car. You know, a ten-minute late train and you’re halfway through. But. So that’s a little nod to Stan and Diane.

0:13:28 – (Stan Robinson, Jr): Yes. Thank you. Exactly. I love the use cases. Yep. Read this one at the beach. This one is if you’re only at the beach for a day or a week. So awesome.

0:13:42 – (Brynne Tillman): Yeah. So that. That’s it for me, Stan.

0:13:46 – (Stan Robinson, Jr): Yes. Thank you, Brynne. I’m. I hear about the beach, I forget what the word is, but through my friends, Diana and I are beach people, even though I love to swim.

0:14:00 – (Brynne Tillman): So are you more of a lake house kind of guy?

0:14:03 – (Stan Robinson, Jr): More of a, tell you the truth, more of a pool person?

0:14:07 – (Brynne Tillman): Well, you’ll come visit me again. And we have a pool here. We’ll have to do that since we’re only 2025 minutes apart.

0:14:16 – (Stan Robinson, Jr): So good deal.

0:14:18 – (Brynne Tillman): Awesome. Thank you very much.

0:14:22 – (Stan Robinson, Jr): Yep. And to all of our listeners, thanks for joining us for Making  Sales Social Sales Social Live. To learn more about our podcasts and listen to past episodes, just go to socialsaleslink.com podcast. And when you’re out and about in the coming, this is going to be a short week, but in the coming weeks, remember to make your sales social.

0:14:47 – (Brynne Tillman): Hey, that wasn’t bad.

0:14:48 – (Stan Robinson, Jr): We’ll get it. Yep.

0:14:50 – (Brynne Tillman): Thanks, guys.

0:14:51 – (Stan Robinson, Jr): Bye, everyone.

Outro:

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