Suggested Reading

Techie Engineer to Sales TransitionThis page is a collection of  books and other educational material that helped me make the transition from engineering to sales.  This is very good sales training for non-sales people and they require a very nominal investment.  I believe these to be the fundamentals to the selling process, which I have found very helpful.  I have spent the past 25+ years immersing myself in these type of reading/media resources.  I only provide a short list of the materials that I found most helpful/influential to me,  once I decided to embark on the sales journey.   As you start to investigate these resources it will be easy for you to branch out on your own and find new material that you can build on.  Regardless of what material I share, it is very important to realize that being a salesperson requires continual education and training.  Thankfully today, with access to the Internet, it is easier to fill your minds with progressive and positive principals & ideas each and every day.

**(Quick Note) — please take the time to review www.sellingpower.com  This magazine was very helpful to me, and it is still very relevant to my continued commitment to improving my sales skills.  I make no money in referring you to this magazine, but please seriously consider subscribing to it; especially if you are a non-sales person or techie and need help in making the transition.

Two Types of Helpful Reading/Media Resources

In an attempt to help you short circuit the path to sales, I started to reflect on what types of media resources were helpful in helping me make the transition.  After much thought and reflection, I came to the conclusion that if you are “techie” who is interested in transitioning to sales then there are two types of media resources that are very helpful.  By “media” I am inferring books, videos, blogs, seminars, etc … anything that you are capable of absorbing through normal senses and make work for you.

  1. Media resources that describe, define, and break down the sales process into a repeatable formula with know variances.  And please note that these variances themselves change over time, which means you need to keep up with the evolution of your Customers, Market, and Competitors in order for the formula to keep working for you.   This brings back bad memories of multi-variable calculus, but the good news is that I just have to trust it, not prove it.
  2. Media resources that help to get you motivated and keep you motivated to in order achieve your goals.  The biggest challenge for anyone in sales, but especially if you are trying to cross over, is dealing and overcoming all of the “NOs” that you encounter.  You really need to get comfortable with hearing “NO” and then figure out a way to transform that into a “YES”, otherwise you are not going to survive in sales.  There is a whole inner transformation science in dealing with the NOs, but it all starts with getting motivated and staying motivated to try again.

Below is a short list of media resources that address both topics above.  I have personally used these resources and have found them to be solid foundation blocks to continue building upon.  Even today I continue to seek media resource that help to improve my salesmanship and keep me motivated.  This is a never ending process, but you need to enjoy the journey if you are going to be meaningfully successful, to yourself.    Also, as a side note, it is OK to go back review material that you have already absorbed; I do this all of the time with resources and each time I capture a new perspective on the subject matter – think of them as “renewable” resources for you.

Brian Tracy — “The Psychology of Selling”

One of the most influential authors in my journey to becoming a sales professional was Brian Tracy.  Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 70 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year.

When I seriously became interested in securing a sales position I stumbled into Brian’s works.  The “Psychology of Selling” is the first book I bought (invested in myself), and you can also purchase it by clicking on this amazon.com  link.  We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon.com and affiliated sites.  This book does a great job of laying out the sales process and the science behind it.

Tony Robbins – “Personal Power II: The Driving Force!”

This set of 25 audio tapes really helped me with my career transformation into sales.  Tony Robbins is an entrepreneur, best-selling author, philanthropist and the nation’s #1 Life and Business Strategist.  This set of audio resources are not sales specific, but they do help with setting personal goals and achieving them in a positive, productive and timely manner.  This set is a bit pricey (~$240 new), but well worth the investment in yourself.   I made the investment about 25 years ago and it continues to help me; please consider this investment at amazon.com, it will pay or itself over time many times over.

Zig Ziglar – “Selling 101: What Every Successful Sales Professional Needs to Know”

Another great author, who unfortunately passed away in 2012 (age 86), but fortunately his material lives on and continues to be relevant.   I find his material very helpful from both a sales process and motivational aspect.  Please consider this book at amazon.com, for your enrichment.

Napoleon Hill – “Think and Grow Rich”

It is hard to describe the effect this book had on me other than life changing.  Meaning it helped me to understand where in life I stood, and how to move in a direction of my choice.  It is not about easy and fast money, but it focuses on a mental transformation through the understanding of your mental thoughts.  I understand that this could be a bit deep, or just a bunch of nonsense, but I do encourage you to read it – amazon.com

Steven Covey – “The Seven Habits of Highly Effective People: Powerful Lessons in Personal Change”

Again another timeless wonder, at least for me it is.  Great author, great material … each time I read it, it shows me something new.  Highly recommended (by me) – amazon.com, please find a way to enjoy this book, it is applicable to much more than just sales and motivation.

I hope that you have found this page helpful to your sales transition journey.  Please feel free to add a comment or question below and I’ll do my best to reply quickly.

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