Looking for some beach reads? We’re showcasing books written by speakers at our sister company, Innovation Women. Read the best books to help you launch your startup or refine your business skills. Our feature for this week is “Succeed Without Selling: The More You Think About Selling, the Less You Will Sell” by Diane Helbig, Chief Improvement Catalyzer at Helbig Enterprises.
Learn more about the book from the author:
What is “Succeed Without Selling” about?
Being successful at sales has nothing to do with “selling.” The best salespeople are the ones who are always curious – not always closing. “Succeed Without Selling” contains everything a small business owner or sales professional needs to know about success. From prospecting to discovery to referrals and strategic alliances, it’s all covered. There are even chapters for sales managers, direct sellers, and service providers.
Succeed Without Selling also includes resources like sample scripts and proposal templates. Anyone who wants to grow their business will find actionable, easy-to-follow information to help them embrace the value of being more interested in others than in making the sale. Succeed Without Selling changes the way readers look at the sales process forever—and stops them from engaging in behaviors that just don’t work.
Topics include:
- Identifying your target market
- Prospecting
- Networking online and offline
- Discovery questions
- Account management
- Selling mindset
Why should people read it? Who is the book for?
Anyone who struggles with any aspect of the sales process will gain a great deal from this book. Whether you are uncomfortable ‘selling,’ aren’t sure what to say to a prospect, have difficulty closing the sale, or would rather get a root canal than network, this book is for you. In addition to learning a better mindset for selling, you’ll learn actual processes to follow and words to use to improve your results.
Best takeaway
“The more you think about selling, the less you will sell.”
Skip to pages: 5-8
In this chapter, I explore how the ABCs of Sales are really Always Be Curious and why that is so valuable. This mindset is dramatically different from Always Be Closing and is really liberating for people who don’t want to feel salesy.
About the author
Diane Helbig is an international business and leadership advisor and trainer, author, award-winning speaker, and podcast host. As president of Helbig Enterprises, she helps businesses and organizations operate more constructively and profitably. Helbig is passionate about guiding business professionals through the challenges of planning and growing a business. She is a member of Newsweek Expert Forum, International Association of Sales Trainers and the NSBA Leadership Council.
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