I’ve been keeping myself busy with some reading as always.
This week, I’ll share with you some books I’ve been munching on.
Needless to say, we live in interesting times, to say the least.
Because of all that’s happening in our world…
…I’ve decided to read a little upon history.
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And what better historians to read than Will & Ariel Durant?
Elon Musk recently tweeted to read their 11 volume set “The Story of Civilization”
This 11 set volume is something like a whopping 80,000 pages!
While I’m barely scratching the surface on the first book in this series…
I did recently finish their quick summary version: “The Lessons of History.”
And it is exactly as it sounds.
It’s a quick 100-page book on what two of the greatest historians of our time have deduced from more than half a century of civilization.
You might have heard the saying,
“History doesn’t repeat, but it rhymes?” Or something like that.
I figured it’d be good to read up on what some people have called “the greatest thinkers” of our time would say about human civilization.
One interesting take away was that all throughout history, there has never been “true equality.”
As human nature goes, people will always think of themselves and be motivated to act in their own best interest.
This is not to say there aren’t altruistic people or behavior, but that generally across human civilization, this is the case.
Will & Ariel also go on to say that people differ in their talents and abilities.
Society’s progress has always and always will be concentrated around the few with disproportionate abilities who will be the drivers of all progress in history.
You may argue with this if you like, but this is a FACT.
And because of this fact, coupled with human nature…
…there will never be “true equality,”
The best we can hope for as civilization is this:
Equality for access to education and equality in the judicial system.
With everything going on in the world today, Durant’s words seem very evident.
Just take a look at the Congress hearings with Zuckerberg, Bezos, Cook & Pichai. Not to mention the whole Jeffrey Epstein ordeal (I watched the documentary on Netflix and it blew my mind).
Effective salespeople are realists.
They are not idealists, they are realists. They operate in the real.
That’s why you see good salespeople speak in layman terms.
They speak simply, so people can understand.
A lot of people (I’m sure you know many) like to use big words and complex-sounding language.
These people may actually be smart, or … also likely, are just trying to appear smart.
Effective salespeople deal in the real. I’ll say that again.
They want to understand how human nature actually works.
They seek to understand what people actually respond to, as opposed to what people say they respond to.
If you’ve studied psychology, or been practicing sales for a while, you’ll know EXACTLY what I mean.
At the end of the day, humans are motivated by an endless number of things.
If you boil it down, people are essentially ONLY interested in a handful of things. More or less.
Remember, deal in the real.
We live in a world today where many people are idealists. It’s okay to have ideal dreams, but you have to deal in the real to get there. If you treat the world as to how “you wished it would be,” — it probably won’t be too effective!
Again, if you’ve been in sales for a couple of years, you’ll know this.
I’ve already made a post about the 75Hard program and my thoughts on it.
This is a mental toughness program.
This is the companion book that Andy wrote for the program.
I would recommend all my readers who are serious about taking their game to the next level to do this program.
Notice how I didn’t say “give it a shot.”
That’s because the whole point of the 75Hard program is to instill the mental toughness and discipline within yourself—so that you no longer “try” things.
When you say you’re going to do something, that thing gets done. Let a commandment from God.
Honestly, this program is quite life-changing.
On the surface, you’d never know from looking at it.
But I promise you this… every single person who has gone through the program without compromise will tell you the transformation and mental impacts it has on you when you decide to follow through.
- Increased self-confidence.
- Increased self-belief.
- Increased machine-like ability to execute on-demand.
Now, wouldn’t you say those things would be valuable for sales? Absolutely they are.
So here’s what I recommend:
- Listen to the podcast by Andy here where he explains the original program (click here to listen)
- Go buy and read the book
- DO the program.
There’s a pretty good chance your life will change… just sayin’!
This is an absolutely BRILLIANT book.
Eben is an online marketer who has generated over $100M in sales.
Ranging from dating tips to online courses for internet marketing.
In this book, Eben talks about how in the future, there will be more and more opportunities.
And how the time it takes to go from 0 to wealth creation will shorten more and more.
He predicts that within 10 years, we’ll see the first billionaire go from 0 to billionaire within 10 months’ time.
He also predicts that in the future, in order to be successful and “see” these new opportunities and take advantage of them…
We’ll need to develop new skill sets.
Gone are the days where we can just know one skillset and have that be a career for life.
In the future, we’ll need to sales, marketing, technology, etc. etc.
In other words, we’ll need to keep developing new skill sets in order to see the opportunity—and remain competitive in the marketplace.
By knowing multiple skillsets, we’ll be able to better see through the “prism of opportunity” better.
Because when you have acquired a skillset, you can look at the world through that skillset.
A highly VALUABLE book.
The last thing I want to mention from this book is that he also says how in the future, because of more opportunities arising and wealth being created faster than ever…
…we’ll also experience FOMO more. (Fear Of Missing Out)
Living in today’s world, it’s practically inevitable to feel FOMO, especially with people only showing (or faking) their highlight reels on social media.
Definitely go pick up this book.
John Templeton was a billionaire investor, fund manager, and philanthropist.
I heard of him through Tony Robbins.
Tony said John was one of the first people he studied when he embarked on his journey to success.
In this book, John lays out some of his most important principles that led him to the massive success he experienced.
What really stood out to me is just how spiritual Mr. Templeton is.
He was a Christian and really believed in doing good and treating other people how one would like to be treated (aka The Golden Rule).
And as you know, Doing the Right Thing and Genuinely Helping People are two core values here at Saleslucky.
What’s interesting is John also tithed. I personally wrote a blog post about how “tithing” has helped me in my own career – immensely I believe.
John mentioned that his personal success increased dramatically around the time his spiritual faith and giving strengthened significantly as well.
(Something to note, for sure!)
In the crazy world we live in today, reading of people like Sir John Templeton who gained his success by genuinely making a positive impact on other people is such a breath of fresh air.
I definitely recommend this book.
Claude Hopkins is one of the advertising greats.
In a recent article, I mentioned 3 Ways How Sales and Marketing Are Meshing More Than Ever.
Claude Hopkins was a master direct response advertiser.
He was responsible for the success of MANY brands, generating millions upon millions of dollars of revenue for the clients he worked for.
As prospecting has gone more and more digital, salespeople have effectively just become direct response advertisers as well.
Our economy is changing faster than ever.
As salespeople in the new economy, we must continually adapt and grow, or fall by the wayside.
Might as well tool up.
This book is an absolute gem. I saw it on Tai Lopez’s reading list.
After a year or two, it popped up in my mind again so I decided to pick it up.
It’s a great read on viewing human psychology from an evolutionary standpoint.
It’s almost like Charles Darwin meets Sigmund Freud.
It gives a great breakdown of how Human psychology works in actual relationships—backed up by scientific studies and data.
Growing up in California, I often find that my recent years in adulthood has taught me this:
The things and values we were taught in school don’t always apply in the real world.
Examples of this could be idealism, where society should be a “certain way.”
Like everybody on the baseball teams getting trophies for participation… or how fairy tale movies teach us what love or relationships are supposed to be like.
I don’t know about you, but I’d like to know how the world REALLY works so I can function and excel at it.
You can’t play this game of life with make-believe rules.
As much as certain institutions want to promote trophy for participation…
…that’s NOT how the real world actually works.
How the real world works is you either perform and get RESULTS—otherwise, you’re gone and will be replaced.
We’ve seen that happen more and more especially in light of this recent pandemic.
To explain how incredibly valuable the ability to see the real and understand how human psychology actually works is IMMEASURABLE.
Especially if you’re in a profession like sales or run your own business.
There is no room for idealism – realism is the only way to operate if you want to survive and thrive.
I came across Dan through Mike Dillard’s podcast.
Dan is someone who’s built an 8 figure online business primarily by selling through webinars.
First, live webinars, then automated webinars, and finally automated webinars with a high-ticket upsell.
If you’re in sales, then chances are you’ve hosted your own webinar or done demos of some sort.
It’s essentially the same thing.
You’re selling over video/phone.
As I’m building out Saleslucky, I’ll continue to host webinars in the future sharing my best practices and tips & tricks that I’ve picked up over the past years in B2B sales.
Like I mention on this blog, you must study what you want to improve.
If you want to improve sales, you must study sales.
If you want to improve in marketing, you must study marketing.
That’s why you’ll often see the (now almost full) bookshelf behind me in my Youtube videos.
It’s packed full of books on business, sales, marketing, personal development, biographies, etc. etc.
If you want to become a master at something, then you must study it.
You cannot expect to become good or proficient at a skill if you don’t put in the time, effort, and energy to do so.
Sure, there are ways to help you get to where you want to go faster…
Like if you’re looking to build a 6 figure career in B2B sales, my B2B Sales Playbook will help you get there MUCH FASTER—but you still have to put in the work!
Put in the time to learn, and develop the skills.
There is no way around it.
Besides, it’s for action takers who want to take their career to a higher level.
So there you go.
These are the books I’ve been munching on for the last 2 months.
Keep reading, learning, and scaling!