God is a Salesman by Mark Stevens – Book Review and Favorite Ideas
“Thinking a lot about money is the best way to ensure you never earn a great deal of it. Far wiser is to focus on a passion, on something powerful you can do to change peoples’ lives. I’ve always believed the money will then follow.”
- Bill Gates (to Mark Stevens)
Stop judging this book by it’s cover. Right now. I know, you’re probably thinking something like “God is a Salesman? Great, now we’re going to talk about religion.” Nope, not really. Please read on…
Yes, Mark Stevens uses the prism of religion to demonstrate how God is a superior salesman. Whether or not you agree with the analogy, you should “play along.” Why? This book has some stellar ideas that will make better salespeople, better marketers, and better, more demanding customers too!
I see everyone as a salesperson in some capacity. Nothing happens until something is sold – think deeply about this old saying and you’ll realize just how true it is.
Are you presenting the recap of a project you just did? That’s selling.
Are you trying to change the direction of a project you are working on? That’s selling.
Are you pushing the company you work for to think differently about a way they do business? That’s selling. You get the idea.
Below are some of my favorite excerpts from the book with my commentary in red.
Why Most Salespeople Can’t Sell
- They have nothing interesting to say. If you are selling something, please capture your Client/Customer’s attention in the first 30 seconds of your conversation. Do it in the first 15 seconds if they don’t know you.
- They cannot present their products and services in a compelling fashion – as more than just products and services. It’s insanely critical whether you are selling products, services, or ideas to discuss them ONLY in terms of the value they give to the Client/Customer.
- They believe that they have done their job if they get prospects to like what they are offering. The fact is, they have to fall in love with it. Challenging? Sure. But it’s the only way to judge your sales skills.
- They fail to develop a power offer that makes what they are selling seem impossible to refuse. Think you can’t “close a sale” – whatever that means to you – in the first discussion you have with someone? I know 10 other people that will.
- They don’t bother to read the prospect. They’re too preoccupied with the commissions (or benefits) they WON’T earn precisely because all of the focus is on themselves. Reading, or truly understanding, your “prospect” is absolutely critical. You don’t know what you don’t know. That should drive you crazy and drive you to want to be better.
Top 3 Timeless Observations from Mark’s First Sales Job
- When you try to fool people, you are only fooling yourself.
- When you demonstrate timeless value, people will embrace your offering and tell others to do the same.
- When you can make a bulletproof guarantee, you will have an abundance of customers.
Favorite Observations from Mark
On his financial planner: “He gives me far more in terms of advice, trust, guidance, and commitment that the value of the commissions I give him.” Can your Customers/Clients/Employer say that about you?
On how to tell a great story: “Superior storytelling relies on a few key elements: the element of surprise, a power of epiphany, the ability to entertain…[and] a newly revealed truth.” When was the last time you told a great story?
On going from ordinary to extraordinary: “If you begin with reality and try to radiate out to the extraordinary (i.e. what to that point has appeared to be impossible) you will likely be stuck in the predictable, the mediocre, the expected.” Instead, dream big. Set outrageous goals. Look at the world in a different way. And then celebrate when you achieve a new level of success because of it!
On ensuring long term success: “Offering yourself and what you sell as an exclusive is the only way to ensure your long term success. Exclusivity means that you: “Demonstrate and deliver a true and unique value; Don’t simply sell things, you enhance people’s lives; Deliver what no one else does in precisely the way you do.” Are you exclusive to your Customers/Clients? Are you greater than the sum of your parts? Or are you just filling a basic need and can be easily replaced?
Other Favorites from God is a Salesman:
- The “table salesman” story in the Vermont ski resort town (page 27)
- The guy who successfully pitched an idea to Jack Nicklaus with a killer opening line (page 37)
- Henry Ford’s offers you cannot refuse (page 69)
- Reality check questions and next steps for your career (page 92 – 93)
- Questions exceptional sales people ask themselves (page 135)
- The final questions to ask yourself (page 144)
Posted in: Leadership Books, Personal Development