Tips for engineers entering sales
The "10 Rules of Selling" I wrote down after working with a guru:
- Greet every day with love in your heart
- Have an audavious purpose and force yourself to believe in it
- Be interesting ~ never talk about what you're selling
- Know more about your customers' business than they do
- Always start with the CEO
- In all cases, take the boldest path
- Stay calm when others become uncomfortable
- Find out where the line is by crossing it
- Kiss ass
- Sell high
My reading list for engineers (or really anyone) entering sales:
- Power Questions (Sobel, Panas)
- Getting to Yes (Fisher, Ury, Patton)
- How I Raised Myself… (Bettger)
- The Seven Habits… (Covey)
- Mindset (Dweck)
- Clients for Life (Sobel, Sheth)
- Never Eat Alone (Ferrazzi, Raz)
- How to Work a Room (RoAne)
- Think and Grow Rich (Hill)
- The Greatest Salesman in the World (Mandino)
