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Sales Skills / The Confident Seller / Lesson 32

LESSON 32 · THE CONFIDENT SELLER

Read, Listen, Learn: 15 Minutes a Day

Forty ways to turn fifteen minutes a day of reading, listening and learning into a major edge.

Small daily learning compounds. Fifteen minutes a day is three hours a week.

18 tipsEasy things to say7-day plan

18 tips that really help

These ideas come from The Psychology of Selling (Brian Tracy), Secrets of Closing the Sale (Zig Ziglar), To Sell Is Human (Daniel Pink), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Learning compounds

Fifteen minutes a day adds up to over ninety hours a year. That is serious study time.

TRY THIS
Calculate your yearly hours.

TIP 2

Pick a first book

Start with a classic such as How to Win Friends and Influence People by Dale Carnegie.

TRY THIS
Order or borrow it.

TIP 3

Try SPIN Selling

Neil Rackham’s book is based on a study of thousands of sales calls.

TRY THIS
Add it to your list.

TIP 4

Try Influence

Robert Cialdini explains why people say yes, based on years of research.

TRY THIS
Add it to your list.

TIP 5

Try Never Split the Difference

Chris Voss shares negotiation ideas from hostage talks.

TRY THIS
Add it to your list.

TIP 6

Try To Sell Is Human

Daniel Pink shows how selling is part of everyday life.

TRY THIS
Add it to your list.

TIP 7

Try The Psychology of Selling

Brian Tracy’s book offers many practical ideas.

TRY THIS
Add it to your list.

TIP 8

Try Fanatical Prospecting

Jeb Blount covers outreach and persistence.

TRY THIS
Add it to your list.

TIP 9

Try Gap Selling

Keenan argues that selling is about problem identification.

TRY THIS
Add it to your list.

TIP 10

Pick one book at a time

Finish before you start another.

TRY THIS
Choose today’s book.

TIP 11

Read in short sessions

Fifteen minutes beats waiting for a free afternoon.

TRY THIS
Set a timer.

TIP 12

Keep the book visible

Out of sight is out of mind.

TRY THIS
Place it on your desk.

TIP 13

Try one idea within 24 hours

Use it or lose it.

TRY THIS
Test one idea tomorrow.

TIP 14

Learn from your own calls

Reviewing recordings is learning too.

TRY THIS
Listen to one.

TIP 15

Read industry news

It gives you talking points.

TRY THIS
Skim one article.

TIP 16

Start a mini club at work

Share a chapter a week.

TRY THIS
Invite two people.

TIP 17

Take notes by hand

It slows you and helps retention.

TRY THIS
Use a notebook.

TIP 18

Set a yearly reading goal

Twelve books is one a month.

TRY THIS
Pick a number.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

LEARN

“I read one idea today I can use.”

SHARE

“Here is something I learned.”

TRY

“I tested it on a call.”

ASK

“What book changed your selling?”

THANKS

“Thanks for the recommendation.”

PLAN

“Next I will read…”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Choose one sales book

DAY 2
Read for fifteen minutes

DAY 3
Note one idea

DAY 4
Try it in a conversation

DAY 5
Share it with a colleague

DAY 6
Choose a podcast

DAY 7
Review your learning

Further reading

The Psychology of Selling (Brian Tracy)
Secrets of Closing the Sale (Zig Ziglar)
To Sell Is Human (Daniel Pink)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “The Confident Seller”

Keep going. Small steps every day make a big change.

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