Today is the 6-month anniversary of the release of my first book, The Only Sales Guide You’ll Ever Need. The book is a USA Today national bestseller, as well as an ABA Indiebound bestseller. That would not have been possible without the folks who subscribe to my newsletter, my clients who are also good friends, and the help of my peers, all of whom sent emails to their list during the launch.
The book has 96 reviews on Amazon.com, and 95 percent of them are 5-stars (there are a couple weird outliers there, but that’s another story altogether).
I’ve been overwhelmed with the response to the book, especially considering that the first publisher to see the book thought the structure was terrible, and wanted me to completely remove the first half of the book. He didn’t understand why I wrote half the book on the mindset necessary to succeed in sales. I didn’t understand how he couldn’t understand the importance of beliefs and behaviors when it comes to success.
Many of the email and LinkedIn notes I receive about the book thank me for the providing a rather complete blueprint, many pointing out that the book has made them a better salesperson (with results to prove it), a better parent (a happy side effect), and a better person (the key to being a better salesperson is being someone worth buying from in the first place).
A similar number of notes I receive mention the action items at the end of the chapter as being helpful in developing the attributes and skills covered in the book. I did this intentionally, because I read to find practical ideas I can use to improve my results, so my bias slipped into the structure of the book.
A lot of my peers were surprised to the see the framework of the book, not expecting the framework of the 17 elements required to succeed in sales. I hadn’t shared it with anyone before publishing the book.
If I could revise the book in any way, it would be to go add back in the chapters that were cut from the original manuscript. Sadly, Passion was left on the cutting room floor. Empathy is lying right next to Passion. Differentiation was moved to the final chapter, which required a rewrite. It no longer resembles the original chapter, which was much more prescriptive. Influence was changed from an element to the outcome of possessing the first 9 elements in mindset. There were 21 elements when I started, and I still love the original framework, even if it was necessary to change the structure to make a better book.
If you haven’t picked up the book, you can buy it on Amazon.com, or you can pick it up at your local Barnes & Noble. This book is a prerequisite for my second book, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales, which we will release on August 8, 2017.
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Buy 1 book and email your receipt to TOSG@iannarino.com to be added to the Facebook Mastermind Coaching Group. You’ll have immediate access to the past sessions on video, you’ll be invited to the future sessions, and we’ll hold a couple catch up sessions for you.
Buy 10 books for your team and email me your receipt at TOSG@iannarino.com and I’ll send you the 17 training videos, the workbook, and the assessment sheets to use with your team.
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Filed under: Sales