52 Weeks of Book Reviews. Week #29 – In The Plex: How Google Thinks, Works, and Shapes Our Lives by Steven Levy

Google is such a huge part of everyday life for me that it almost fades into the background at times. I got this book believing for some reason that it would give some more insight into the leadership, decision-making process, philosophy and core directions of the company that I could apply to my own GOOGLEbusiness and life. I got very little of that and a lot more surprises.


52 Weeks of Book Reviews. Week #29 – In The Plex: How Google Thinks, Works, and Shapes Our Lives by Steven Levy


The chaos behind the scenes at Google seems baffling to me. There is no doubt that the 2 founders are absolute geniuses and if anyone else had tried to pull off what they did, they would have failed. The stars aligned for Google, or maybe Sergey Brin and Larry Page did the mathematical computations and figured out ahead of time the date, time and trajectory of the alignment and planned all along for Google to be at the nexus. I don’t think we’ll every really know.

The book itself was a little slow going and painful for me. I read a lot but the subject matter wasn’t as engaging as I would have hoped. I wasn’t intrigued by the algorithms and stories about cheap server drives. The stories about the owners being socially awkward and unconventional were amusing anecdotes and the amazing scope of Google’s projects and reach is astounding. Google, Facebook, Apple, Amazon, Microsoft and possibly a few other companies in the near future will change the landscape of our economy and social norms for the foreseeable future. The age and clustering of these companies make one wonder at the speed with which technology and change are happening now. Google was founded in 1998, it’s less than 20 years old. Are these new companies the equivalent of Oil Mining, Trains/Shipping, and Automobile Manufacturing? Will Page, Brin, Zuckerburg, Jobs, Besos and Gates be remembered like Ford, Getty, Rockefeller, J.P. Morgan and Carnegie? Only time will tell for sure, but it looks promising.

This book doesn’t seem to draw any lasting conclusions or make any commentary about the company or its leadership. The entire book seems to report the facts and to state how things were, it’s historical with some side stories to amuse. The format is very logical and moves along is a meaningful way, mostly separated by projects and phases of the company. I would have liked some 3rd party commentary, conclusions, and recommendations. Should Google be doing what it’s doing? Is it Evil? Is it weird that they want a transparent process and a flat organization but at times are obsessive about withholding information? What went wrong with Google + ? Was Google just incredibly lucky as an organization? Is the company just completely reactive and money hungry? They seem to turn on a dime from being an altruistic search company with designs to license out the search feature to focusing on the ads. Does the end justify the means? Google has released an amazing amount of technology and done more for online traffic than arguably any other company and they did most of it free to the public. Is it acceptable that they did all of this so that they could have more users to market to? They essentially wanted to up their media share. I personally don’t have any issues with their progress and drive to find new advertising markets. I use gmail, chrome, google drive, youtube, and probably a ton of other google enabled systems that may or may not make my life easier. I’m a Google fan. I wish Google would open up a service like Amazon, I’m already searching for the products on their pages, I bet Amazon would still advertise with them.

52 Weeks of Book Reviews. Week #28 – Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson

This is a classic parable. Some people love it, some people hate it but it seems to always make an impact. The book is closing in on 20 years and still seems relevant. I suppose that’s the reason it’s already a classic. The story itself has a timeless quality that should endure for many more years. WhoMovedMyCheese


52 Weeks of Book Reviews. Week #28 – Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson


I was certainly aware of this book before picking it up and deciding it would be one of my books this year. I had a faint idea about the content and meaning of the book as well, I may have seen the video or talked to someone who had already read it. I can’t really identify how I had previously interacted with the content, and that actually speaks volumes to the saturation levels of the book. “Who Moved My Cheese?” is so commonly known that I can’t even identify where I learned of it first. I had the book on my desk this week and 4 people saw it there and commented on it. 3 were positive recommendations and the 4th hated it, that seemed much more appropriate after reading the book. I’ve thought for years that the only constant was change, but I’ve been terrified of it over and over again and clearly, I’m not the only one.

It’s a parable, so it’s a simple story with far-reaching meaning. There are 4 characters that are meant to represent the public at large and how we respond to change. It’s easier to pretend that we are some omniscient being that can see the story unfold from afar than it is to realize that the book is about our own lives. From our view over the maze, it’s easy to pass judgment and recognize the good behavior vs the bad, at least how the author describes and frames the behavior. Change and how we handle it is important, we can’t wallow in the past and we should anticipate change on a regular basis. The book seems more like common sense that earth shattering information, but then again I was already vaguely aware of the content and already agreed with the message.

If i were a “Hem” from the book, I’d probably disagree aggressively with the book, the content, message, and delivery. It’s easy to make a case for the importance of stability and consistency. If it’s not broke, don’t fix it.  Stay the course and find success. Determination against all odds will prevail. There are a lot of sayings that expound on the basic principal of steadfastness. I could also see this book being used as a scapegoat by those that want to make reckless changes. Do we go “all in” on these principals or do we subscribe to the “everything in moderation” safety net. The answer is that I don’t know. You’ll have to decide yourself. I do know that the obsessed are the ones that see the massive success that most people dream about. I think the really successful are the ones that make their own cheese in the first place and then figure out new ways to sell it to everyone else.



The New 4 Letter Word in Sales = DEAL

Recently I’ve been seeing a lot of noise around the word “Deal”. I have no idea why some sales experts are designating this word as bad-dealsomething to avoid, but i whole heartily disagree. I am happy to look someone in the eyes and ask them if we have a Deal. I’m happy to let someone know that this is a great Deal. As long as I am genuine and I really believe that I’ve put together a great Deal then I’m 100% good with this word.

The problem arises because some sales reps will talk about getting or giving “Deals” that aren’t really a good value. The customer can feel when something doesn’t feel right and that “Deal” suddenly turns into a Lemon. Customer’s still want a Deal, but the Deal has to mean Value. Every customer I’ve ever worked with wants to feel like they got the better end of the bargain. They want to feel like they negotiated and received a better Value because of their interaction and ability. The passive people believe they will get a good Deal because they are good people or because they are easier to work with. The friendly, outgoing people believe that only friends give friends the good Deals, so they want to make friends with you. The super busy executives want to get a great Deal from you because they are quick and to the point and save you time. My friends with the excel spread sheets that analyze the numbers from every aspect want to believe that their acute attention to the numbers has garnered them some magical leverage that enables them to get a better Deal.

Everyone wants a Deal, they just don’t want to feel slimy about it. They don’t want to be told that it’s a Deal, they want to judge it to be a good Value themselves. Go ahead and use the word, just back it up with Value, however the customer defines that Value. Some people value expediency, other want you to take your time. Some customers want you to be very personable, others want you to respect their privacy. The word isn’t the problem, it’s that sometimes the Deal isn’t really a Value. It’s up to sales people to find out what the customer finds valuable and then to tailor the program, purchase or service in the best way possible. Let’s put away the pitch forks and put the halo over Deal.

52 Weeks of Book Reviews. Week #27 – Dialogue: The Art Of Thinking Together by William Isaacs

If you know me then you know that I often talk about the Duologue and how not just Salespeople, but people in general need to actively dialogue and the art of thinking togetherlisten more and just talk less. This is a book that harps on that concept and backs it up with years of research and quantifiable results. I know that I could be a better listener and that it would help me to become a better salesperson, father, husband and friend. I know that people don’t spend enough time thinking about and crafting their communication style and it’s a shame.


52 Weeks of Book Reviews. Week #27 – Dialogue: The Art Of Thinking Together by William Isaacs


This is an in depth book, and it’s not written for the masses. William is an Academic and he often writes like one. The book is about 400 pages long and probably close to 130,000 words, compared to a book written for sales people like Sell or Be Sold, by Grant Cardone which is more like 45,000 words. I’m not saying the length of the book is better or worse, but I’m trying to demonstrate the amount of information contained in this work. The pages aren’t empty filler either, each concept is clearly explained, several examples are provided and then the concept can be summarized and put into action. The book is incredibly well thought out and the chapters are well organized with both classical references for the academic and real life examples from the business world. The result is that the same ideas are likely to get conveyed by several different modes of written communication in an effort for everyone to obtain the same message. People often interpret language in different ways, the author attempts to limit any miscommunication by the act of over communicating, it probably works.

The essence of the book is difficult to summarize, but I believe that the author believes that greatness comes from true dialogue. A dialogue isn’t just a conversation, it’s an action that if done right, will enable us to become much more than we are individually. Communication inspires us and good dialogues create more than we could come up with by ourselves. A dialogue enables two or more brains to interact, it’s as if the dialogue were the ethernet cable that allows our brains to link and double the computing power. If you assign 2 computers a problem and give them the same rules, software and hardware they should theoretically complete the task in the same amount of time with the same result. If you connect those computers with a serial port or somehow link the 2 you’ll have dual processors working in tandem. You’ll complete the work in half the time and depending on the type of problem presented you could possibly have a different outcome . How boring would Google be if it just searched the information on your own computer? How much better would it be if it searched the computers in your home, office, town, church? How much better is it actually because it can search just about any database and computer in the world? A dialogue works a little like that, the bigger and more inclusive the dialogue, the better the search results will be.

We often deny ourselves the dialogue, we insist on just waiting our turn to talk instead of actually listening and using the information provided to add to our own network and database. We take turns giving monologues where we say our piece and move on, the duologue is prevalent in business meetings and relationships across the world. We are simply waiting our turn to deliver our predetermined lines. Take a moment to really listen, and then reply with thoughtfulness that incorporates what you just heard. It’s harder than it seems at first, but it gets easier. I’m no expert at it, but awareness alone will start the process moving forward. Just try a little bit everyday to get better. You will make a difference.

52 Weeks of Book Reviews. Week #26 – The 4-Hour Work Week: Escape the 9-5, Live Anywhere and Join the New Rich by Timothy Ferriss

We are all way less important than we think we are, but way more important than we give ourselves credit for. 51OWc0PhNqL._SX314_BO1,204,203,200_Tim is all about living the experiences and managing cash flow. He’s the exact opposite of many money strategists out there, but he makes a ton of sense in today’s world.

52 Weeks of Book Reviews. Week #26 – The 4-Hour Work Week: Escape the 9-5, Live Anywhere and Join the New Rich by Timothy Ferriss


You don’t need to do 80% of the things you are doing right now. You could drastically cut down on the needless activities and zero in on the 20% of your daily and life activities that really matter. Think about it really hard for a few minutes. Could you just stop doing 80% of the things in your life? What if you outsourced 40% of your activities and just eliminated another 40% of your activities? Could you get by? Tim believes 100% that you can not only survive, but you can thrive in that kind of scenario. The biggest trick here, is to ignore or delegate. The goal is to ignore or delegate 80-90% of your daily activities, by doing that you’ll free up almost all of your time for the few things that absolutely have to be done by you, AND for whatever you actually want to be doing with your life.

We are indeed way less important than we think we are. We could delegate a TON of things that we do, others can complete the tasks just as well as we can, sometimes better. We often keep doing tasks because we feel as if nobody else could accomplish the task at the same level of competence that we can. This is a false assumption that we tell ourselves so that we feel successful at our jobs and tasks. We long to feel useful.

The amazing thing about this book is that if everyone who read it actually did the things inside of it, there wouldn’t be anyone left to actually do the work. What stops the majority of people from following through on the tips and guidance provided in this book? There are many types of jobs and professions in the world today, they don’t all lend themselves to this type of lifestyle. Like many changes, the biggest and hardest step is the first one. You have to be willing to change your profession significantly in order to apply the methods in the book. I choose to work in an office where I manage people and I need to be present to do so. I have learned though, that often I can delegate or just plain ignore many items that don’t actually NEED my attention. This frees me up to complete tasks that are important, but not-urgent that will actually impact the people I lead and serve.

I’m a fan of Tim Ferris’ and I believe in many of his suggestions. Switching to a cash flow model for your life could be a little shocking at first, but also invigorating and thrilling. I reviewed a book earlier this year called “You are a Badass” and the author had decided to make this switch to cash flow management and to extensively travel. I haven’t taken a poll, but I’d say that most people die with “I wish I would have traveled more” thought in the back of their mind. Make that first step and change your life. I have feeling it’s like cliff jumping, once you take that first step it’s too late to go back!

52 Weeks of Book Reviews. Week #25 – How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients by Jeffrey J. Fox

Jeff has a system and a set of rules. I’ve said it before and I’ll say it again, the dirty little secret in the Sales Coaching profession is that every system works a certain percentage of the time. The trick to being successful in our industry isn’t the system you use, it’s finding the right system for you and then sticking to it. I’ve seen horrible systems work. The only systems that don’t work at all are the ones you don’t use. Rainmaker


52 Weeks of Book Reviews. Week #25 – How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients by Jeffrey J. Fox


I like Jeff Fox’s system, it’s cut and dry but he still allows for some flexibility. I get the feeling that almost all of his clients and his experience revolves around business to business sales, which is fine but it makes it a little tougher for the car, insurance, mortgage, realtor, and call center type sales people to adapt to. Jeff’s whole system is focused on business first. Don’t drink coffee or make much small talk because the customer’s time is valuable and it’s time to get down to business. There approach works for a large part of the population and since he’s referencing mostly business relationships and many Rainmaker’s in the B2B world are speaking to higher level executives it makes sense for his system to recommend that you honor their appointment book.

I don’t personally work in that world. I’ve been interacting directly with consumers for almost 2 decades with a short period of about 2 years where I sold directly to car dealerships. Consumer Direct selling is a little different because there are still many many people who will not buy from someone that they don’t like just a little bit more than an acquaintance. Many people think that they will get a good deal from someone that they feel friendly with. Friends give Friends good deals. Many people need to hear that you would recommend the exact same product or service to someone in your own family. That type of interaction doesn’t come up in a B2B world because you are selling widgets and in large part economics come into play. The purchaser in a large company needs to justify the purchase but ultimately it’s just one of many many purchases and decisions that have to be made that day, it’s very impersonal a lot of the time.


I took a ton of notes with this book, don’t think that I didn’t appreciate Jeff’s point of view and knowledge to be shared. The best part about Jeff’s book is his attention to details. Pick the right seat in the restaurant. Be a boy scout and be prepared for anything and everything, it will happen to you eventually and you’ll be glad you read this book and were prepared.

52 Weeks of Book Reviews. Week #24 – #AskGaryVee : One Entrepreneur’s Take on Leadership, Social Media, and Self-Awareness by Gary Vaynerchuk

Gary Vaynerchuk is a phenomenon. His legion of fans are loyal and loud and if you haven’t heard about him before now, (or more likely you’ve heard about him but just didn’t reach out to consume any of his material), it’s time to dive in and see what it’s all about. AskGaryVee


52 Weeks of Book Reviews. Week #24 – #AskGaryVee: One Entrepreneur’s Take on Leadership, Social Media, and Self-Awareness by Gary Vaynerchuk


@garyvee is his twitter handle and he’s a social media hustler. He runs a couple of massive businesses but it’s his personal brand that really packs the punch. I don’t know how you value the personal brand of someone like Gary but he’s definitely building his up. He’s always online in some way shape or form, the amount of content that he pushes out is amazing. I’ve watched just a hand full of things he’s on and he’s simultaneously filming a Facebook Live video while doing a YouTube video that’s skewed for a different audience and can be cut and edited while the Facebook deal is raw. He’s multi-streaming himself, he’s recording some meetings, but guess what? He was going to be having those meetings anyway!

He’s always on point, he’s always on and he’s always hustling. He’s got a tendency for some raw language but I accept his language just because it’s who he is. The show has some great insights into his business and the book is basically the show just revamped into a longer format. It’s not just a “Best Of” book though, the new material is significant and it’s more up to date because he’s had time to go through and thing about the questions that compromise this book.

Basically there are a series of questions posed to Gary that allow him to go off on a series of tangents and he can easily go from topic to topic without having to stick to too much structure. The nature of the questions were grouped together, but these were culled over a period of time and this is sort of the readers digest version of #askgaryvee . It’s well done and entertaining. I didn’t watch his show previously but I had seen some of his short clips and motivational instagram pictures. I’m in the motivation game, I need to wake up every morning with massive purpose in order to keep going forward and so I thoroughly enjoy reading this stuff, I thrive on it.

I’m reading a book every week this year and I’m a little upset that now I can’t get my hour or 2 of Gary in everyday moving forward. I’ll have to adjust my schedule to find the time to touch on Gary’s work again. I’ve made it my mission to read as much as possible this year, but that also means that I once I find someone that really interests me I’m already moving onto the next adventure. This year I’m impressed with the Napoleon Hill, Grant Cardone,  Mike Weinberg and Gary Vaynerchuk, Almost done with the first half of the year,  I hope the second half is just as entertaining and informative.


52 Weeks of Book Reviews. Week #23 – The Nerdist Way: How to Reach the Next Level (In Real Life) by Chris Hardwick

Wow! I consider myself to be a Nerd, Egg Head, Geek or whatever you call a smart guy who likes dorky stuff to be these days. I like a combination of weird things, I keep thinking about the ultimate poster that would be Chewbacca holding a sonic screwdriver sitting on Captain Kirk’s chair saying “Up, up and away!” TheNerdistwhile wearing a 49er’s football helmet. If someone wants to Photoshop that together it would awesome, plus you can give yourself +10xp because it’s probably something you’ve been meaning to do anyway. After that, ready this book for unique take on self help and will power.


52 Weeks of Book Reviews. Week #23 – The Nerdist Way: How to Reach the Next Level (In Real Life) by Chris Hardwick


This book is entertaining. Chris is witty but for my sense of humor I could only take him in short bursts. He’s snarky and tends to have conversations with himself which can indeed be endearing, it also lends itself to the playful nature of Chris’ delivery. The book attempts to make success a game and to trick yourself into feeling those same endorphins as when you play a video game and just want to keep going.  I can remember telling my dad that I just needed one more minute to defeat whatever level I was on in Super Mario Bros 3. I’d spend every minute I could trying to beat that game and every level felt like a major accomplishment.

I see the allure of giving yourself that feeling when you master a real life event or hit a real life milestone. That feeling encourages you to push further, to do more, to try one more time. Chris has a unique blend of tactile and tech solutions to the issue of translating video game success to life success. He recommends a regular old science notebook and a hand scoring method in order to make this work. I’d assume that there would be an @Nerdist app he’d be pushing. There very well may be that app available, but if not someone should make it. Just input your goals and track them on your phone. Brand it as Nerdist, partner up and you’ll have some loyal followers who will automatically download.

Chris also talks about calendars and email maintenance and there is a lengthy section on personal training and health care. I get it. Whenever New Year’s resolutions roll around there are always a multitude of exercise and personal weight goals. Your body is important so make it a priority, it just doesn’t resonate with me right now. I like the book, but it wasn’t my favorite. I’m a geek but I haven’t gotten the bug to micro track my progress and make mini goals. I do see the value of habits though and if these small habits create long term change for the better in people, then this book has achieved a victory.


10 Commandments of SalesFu – How to be a #Sales Ninja

Do you have all the information and knowledge about your product but still can’t close the deal? Do you have a fear of selling because you aren’t sure what to do? Do you not want to be “That Guy” or “That Girl” that’s always trying to sell and is annoying as heck? Are you constantly being told “No”, or worse yet, “Maybe”? If you or anyone you know needs to grow into a better salesperson share, like, re-post or whatever you need to do to get this info into their hands. Kicktras

You MUST learn the 10 Commandments of SalesFu.

You need to be a Sales Ninja in today’s world to not only compete, but to dominate.

I’ll go into detail on each. Here they are-

The Sales Ninja

10 Commandments of SalesFu

  1. Be Agreeable
  2. Power of One   (More, Step, Goal)
  3. P.O.P – Power of Please
  4. Don’t Bite the Hand
  5. Be Honest
  6. Over Communicate
  7. No Excuses
  8. Put it in Writing
  9. Treat Others the Way THEY Want to be Treated.
  10. Ask for the Business


#1 Always Agree.  Just do it. Record your conversations and see how often you disagree with a customer. SalesFu is all about taking that negative energy and redirecting to service a positive purpose, like closing the deal. If the customer throws you a verbal right hook, you don’t take a verbal swing back and start an argument. You simply step out of the way or duck, then give a gentle nudge to the customer and use their own momentum to keep them moving in the direction they wanted. Never argue with a customer, in a worse case scenario at least agree to disagree.

#2 Power of One. One More, One Step, One Goal. I’m a huge fan of the Number One. I want to be #1. The Number One also means Unity. It means all forces moving in the same direction. People ask how I’m doing all the time. I always tell them, “I’m doing great! I’m saving the world 1 Sale at a time.” and I believe it. People who are extraordinary did very ordinary things, they just did them more often and in a specific order under circumstances when most people would have quit. Make a phone call isn’t hard or extraordinary, but making that phone call after you’ve already made 199 that day takes commitment. After you throw in the towel, always do one more. Define the small steps you need to take in order to achieve a large goal. Focus on the step needed, but never forget about your long term Goal.

#3 P.O.P. – Power of Please. People a little POP in your Sales. People forget to be polite these days, I’m not sure why. Being polite has never killed a deal for me, but I’ve seen plenty of deals crushed because of someone being rude, or being misinterpreted as being rude. Be Self Aware. We don’t about this a lot in Sales, but being Self Aware of how you are viewed and interpreted is crucial to success. It makes absolutely no difference if you meant to say something in jest, but it was taken as a biting comment. I once saw an Old Girlfriend after about 4 years and it was a very hot day. She was wearing an all black outfit and probably wasn’t keen on being seen trudging on a college campus with a heavy backpack in the hot Hawaiian humidity. I’m not sure why, but I told her she looked hot. I meant it, she looked like she needed a cold glass of water or a dip in the ocean. I don’t think she took it that way. On a side note though because of the power of reciprocity she struggled but eventually said a few nice things about me. I was polite and unintentionally said something nice about her and so she was nice and said some nice things back. This goes for sales too, try to anticipate how the words you are saying will be interpreted and always be polite. People want to buy from people they like.

#4 Don’t Bite the Hand. I hate it when I hears sales people complaining about customers. It’s a sign of personal weakness. It’s a sign that you aren’t a true sales professional and a sign that you want to place blame instead of accepting responsibility. I’ve fired salespeople for speaking poorly of the people that pay the bills. Never ever bite the hand that feeds you. Whether or not a customer buys from you is irrelevant, that person may buy the product or service in the future and it’s entirely your fault that you didn’t get the deal. Getting a Win isn’t that difficult. Even if a customer CAN NOT take advantage of your product or service, you are selling hair cuts and you find out the customer is wearing a wig due to Cancer. Can they buy your product? After that customer leaves your store you can complain about why the hell a bald lady was in a hair salon on a busy Saturday, buy you should look inside and find an answer. Why was that customer in your store? Was she looking for a friend? Can she be a referral source? Was she looking to find partners to help support a program to make new wigs and get donated hair? Was she looking for a job? Was she just missing her hair and wanted to see the different styles? There was still a way to leave on good terms and there was a opportunity there that you missed. Success is your fault.

#5 Be Honest. Don’t over promise and under deliver. Even though that customer got on board with you if it’s a bad experience it will hurt your business in the long run. Be Honest with yourself about your product and your service. You have to believe in whatever you do 100% and you can’t do that unless you are authentic and honest.

#6 Over Communicate. People love status updates in today’s world. We all have short attention spans heck, I have a pizza tracker. It tells me when my pizza is in the oven, when it’s being boxed and when it’s on the car for delivery. Thank you Dominoes. Did I need that info? Nope,  for years I’ve waited patiently for the 35 minutes to pass in order to get my pizza and it’s always gotten there. Update you customers more than you think you need to, it breeds confidence and familiarity. If someone doesn’t want that much communication they can delete the email or send you to voicemail. It’s better to have it and not need it, then need it and not have it. Over Communication will save your deals.

#7 No Excuses. When you do something wrong, fess up and make it right. You must take responsibility for every single facet of the experience, nothing is excluded. A 3rd party provider drops the ball and the service is interrupted or late. Is that your fault? What if the 3rd party service was selected by your customer because they had a previous business relationship? Is it still your fault? The short answer is YES. You picked the 3rd party vendor and by affiliating yourself you MUST take responsibility for their actions, get another provider if you need to. Even if the customer chose their own provider, let’s say they wanted their own mechanic to install your product, or you are a mortgage broker and your customer chose their own title agent, it is still your responsibility to make sure that the product is installed or the money is there.

#8 Put it in Writing. My mother once told me to “Trust, but Verify.” and still holds true today. People want to trust what you say, but they get peace of mind when you put it in writing. I also can’t tell you how often something got lost in translation or a trick of the brain and what was agreed to meant something completely different to each party. I once agreed to start a project within 5 days, the customer thought I’d be done in 5 days. Put it in writing and save yourself the trouble. You have testimonials or a great rating in some magazine? Get it in writing and send it to your customer, have it framed and put on the wall. Seeing it in black and white means something completely different than talking about it to most people.

#9 Treat Others the Way THEY Want to be Treated.   I take a lot of heat for this from some sales professionals. I’m a huge advocate of communication and being self aware of how that communication is interpreted. I think that the majority of Sales Skills come from proper communication skills. I’m talking about how your message is perceived. I encourage you to mirror your clients, slow down your pace or change the vocabulary you use to talk about a feature. A business man may want to talk about the ROI of a product while the lay person might just need you to say that the product pays for itself. I want to be guided through the process and I pay extra for convenience, that doesn’t mean that I don’t respect the buyer who does all their own research and wants me to be hands off. I sell and communicate in a way that is comfortable for our buyer, and doesn’t impact the authenticity or the facts about my product or service. It just makes it more palatable.

#10 Ask for the Business.  Come on, you’ve gone through all the trouble already to get someone interested. Too often sales people just keep selling until the customer says something like, “So what do we do next?” until they close. They consider that a buying sign and so they will talk about the contract and then put the contract on the table eventually. That isn’t selling though. That’s like asking a girl out after she says that if you ask her she will say yes. It’s not the same thing. You have to be willing to put the customer in a position to tell you No. You want to get a Yes or a No so you can move on to the next prospect and make a living for yourself. You have invested the energy to learn your craft and get the customer to agree with you and buy into who you are. Use all that sales capital that you’ve been building up, and Ask for the Business in a very direct and clear cut manner. “Listen Friend, we could probably spend a few more hours swapping stories and me telling you how great our product is, but you probably want to find out for yourself and I’d like to have a reason to come out and visit more often. Let’s place an order, (seal the deal, lock in the terms, put down a credit card, sign the contract), so that you can see first hand what I’ve been talking about. Are we in Business?”


There you go. Use these to be great. If you or anyone you know needs to grow into a better salesperson share, like, re-post or whatever you need to do to get this info into their hands.  www.salesfumaster.com    @salesfumaster




52 Weeks of Book Reviews. Week #22 – Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone

This book is Grant Cardone at his best. If you follow Grant in any way shape or form, you probably know a ton about what’s in this book already. The benefit of the book is that it’s all in a condensed format and laid out in an orderly fashion. Grant’s trademark energy and enthusiasm keep the momentum going and there isn’t any down time in the entire book. Buckle up.


52 Weeks of Book Reviews. Week #22 – Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone


Grant gets the ball rolling by letting us know that this entire book is really just one of the things that Grant is great at, it’s re-purposed, repackaged, updated and improved, but it’s based a lot on his first book- Sell to Survive.  Grant regularly takes his content and figures out a way to double or triple dip on the business opportunity. His videos and webinars can be paid for Live, bought it the entirety after the fact or often included in a package deal with other content. He is indeed always selling, but it’s also how he sells and how he leverages his efforts that are important.

Grant is a PR, Marketing Machine. His work ethic is ridiculous to most and he talks a lot about that in the 10X rule. In Sell or be Sold he casts a wide net by not just appealing to the Sales Industry which I’m sure is a good play for him and also really paints the picture for people in the Sales world to realize that it’s OK, in fact it’s good to be immersed in the constant effort to be better at Sales.

We often talk about “Always Be Closing”, (a phrase made popular by the movie “Glengarry Glen Ross”), but Grant takes pains to make sure that there is a difference between Selling, and Closing. Two different parts of the process but both are vital. Selling is all about building up the momentum, excitement and trust while Closing is about actually signing on the dotted line.

Sales is everywhere. I had to sell the guy next to me on the on ramp today on letting me into the lane. I had to show him my intentions and make it public by turning on my blinker. That didn’t work so after foreshadowing that I wanted into that lane I had to show my determination, my relentless will to get into that lane by just putting the nose of my car into that lane 6 inches in front of his car. He saw that I was determined, he saw that I was committed and that I wasn’t going away. He could have decided that he was more committed to not letting me in. He could have honked his horn and tried to gun his engine and swerved a little to go around me, but he didn’t. He wasn’t sold on my blinker. He wasn’t sold on my speed change to try to give him time to make space for me. He wasn’t sold by how long I hung out it that space. He was only sold when staked my claim on 6 inches of space. It’s always Sales.

Selling is a way of life. It makes the world go around and it’s a vital role in the economy, the ecology and the sociology of the planet. Commerce is good. If commerce isn’t going away, we should all just get better at it.