A number of posts ago I mentioned that Now, Discover Your Strengths is a great book.  This book, and its integrated internet based StrengthsFinder Profile, helps identify what your 5 dominant talents/strengths are and helps you figure out how they can be best translated into personal and career success.
Now authors Tony Rutigliano and Brian Brim have followed that book up with one titled, Strengths Based Selling. I read the book while I was on vacation. This book, as with the original, provides a key to take an assessment to identify your top five strengths.
They start the book with a chapter titled, “Two Myths About Sales”. Those myths are:
- Anyone can sell
- There’s one right way to sell
They then go on to explain why they are myths (I agree wholeheartedly with their explanations).
The next several chapters are used to explain more about the talents/strengths concept (the book also includes the “34” themes as related in the original book, so it is not necessary to buy the original book).
The authors then proceed to target the sales profession and in general terms discuss how to utilize one’s talents/strengths in the sales process. They illustrate what they call the strength equation. It is:
 Talent ( a natural way of thinking, feeling, or behaving) times
Investment (time spent practicing, developing your skills, and building your knowledge base) equals
Strength (the ability to consistently provide near-perfect performance)Â
At the end of the book they include action items for each Talent/Strength theme that each individual can apply to their work in sales.
I have developed training sessions for my sales staff based on this book. We should complete the sessions by the end of the August. Through the next several months I will blog on the progress of the training and the thoughts of the staff.
Have a great weekend!
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