The ABCs of Selling - G

G - Growth, Personal Growth

I have given over 250 keynote speeches to sales organizations and countless classroom workshops. I often ask what the salespeople in the room read to develop themselves as professional salespeople. Then I ask how many have read Spin Selling or Solution Selling - two foundational books on consultative selling. A few hands, very few. I ask how many read the Harvard Business Review or Fortune. Even among consulting firms the hands are few.

Dave Stein asked in one of...