It's All In Your Head

November 17, 2008

I recently completed Mark Tewart's fantastic new book How to Be a Sales Superstar, and I have to say it is quite possibly the best sales book I've ever read.

I know that's a bold statement, but if you haven't read it yet, you should (you can click on the title above to get your copy from Amazon). That said, let me give you a little taste of what you can expect.



For the first 100 pages or so, there is no discussion of the sales process or closing techniques or any of the other topics you might expect to find in a book about sales. Rather, Mark spends the first half of the book discussing the most important (and often the most neglected) tool in your sales arsenal: your mindset.

You have to know that this was music to my ears. After all, DROP DEAD Sales is all about starting with the right mindset. As a man thinketh, so he becomes, right?

So here's a question for you: why do so many sales training classes focus on the process rather than the person? When is the last time you heard a sales manager tell one of their reps to go read a good book if they really want to improve their numbers? Why are we surprised when new hires fail to produce results when we haven't given them the proper tools to succeed?

I'm so glad Mark decided to address these topics in his book; I only wish more attention was paid to them by salespeople and their managers. Please join me in offering a big hand to Mark for having the courage to talk about such a "soft" subject and for putting these concepts within the reach of sales forces everywhere.

Of course, the best way to show our appreciation would be to spread the word about Mark's book, so please join me in getting the word out to as many people as possible.

Thanks again, Mark!