Selling is Human to Human (H2H), from Customers to Advocates
Arno Diepeveen always said, “Nothing happens till somebody sells something”. Successful selling is not only about your product or service but also about delivering. Does your client receive more than what they expected? Successful sales and consultancy are not only about the product or service. After closing the deal, your business really starts. Can you execute your customers’ needs? In recent blogs, we came with tips about the selling process. But how do you manage to keep selling and make your clients become not only your loyal customers but also your ambassadors? Selling is human-to-human (H2H), and word of mouth is the strongest lead generator for your business success.
Best Books to Read about Sales/Consultancy
We’ve compiled this list in no particular order.
Zero to One by
Good to Great by Jim Collins
“Greatness is not a function of Circumstance. Greatness is largely a matter of
conscious choice and discipline.”
Think & Grow Rich by Napoleon Hill
If you thought Good to Great was old (written in 2011), this title was written in 1937.
It was the first book to sell out in six weeks (5,000 copies). I think this is a must-read for everyone.
It’s built on the Mastermind principles. The author notes that an individual with desire, faith and
persistence can reach great heights by eliminating negative energy and thoughts and focusing on
the greater goals at hand. The 13 steps listed in the book are as follows: desire, faith, autosuggestion,
specialized knowledge, imagination, organized planning, decision, persistence, power of the mastermind,
the mystery of sex transmutation, the subconscious mind, the brain, and the sixth sense
Influence by Robert Cialdini
This title is about the science of persuasion. I love this video:
The Trusted Advisor by
This one is very practical. It addresses the components of trust (via the trust equation),
the process of trust creation (including the most common trust-breaking mistakes) and
a series of key trust “tools,” including mindsets and skill sets.
Million Dollar Consulting by Alan Weiss
This book gives you step-by-step advice. The most recent version was completely updated for
Rasputin for Hire by Michael A. Goodman
A valuable look inside consultancy. Goodman walks through key characteristics that
help determine whether someone is a good fit or not. He spends time on creativity, actionable
insight and even how to write a proposal. It includes five keys to consulting success and much
more for new or experienced consultants.
The Ultimate Question by Fred Reichheld
I couldn’t end this blog without mentioning this book. I love this one. I think it shows the
ultimate way to build a business through reputation. It’s about building a customer-centric
culture throughout the entire organization and is the story of how to engage your customer to
advocates. Selling is Human to Human. This Book will help to engage Customers to Advocates.
If we missed one, please feel free to add it in the comments.
We’ll add it to the list.