How to Choose the Right Sales Book

Recently, Newsday interviewed me about a piece they were doing on how to choose the right sales book. With literally hundreds of books to choose from, the average reader can quickly feel overwhelmed with the choices as well as the added challenge of distinguishing between the hype, the fluff and a book that's actually going to deliver on what it promises it its readers.

Below, I've put together a quick reference guide the next time your contemplating the purchase of a book on how to increase your sales. Let me know if there's anything else you see that should be added to this list.

How to Choose the Right Sales Book:

1. Research the Author. Google their name. Visit their site. Read their articles, blogs, view their audios or videos. With all the information available online, you can quickly determine whether or not you like the author's writing style, message, approach and  philosophy and whether or not they are tactical enough for you when searching for the solution you need.

2. Know Your Expectations. What are you really looking for? Inspiration, tactical solutions, new ways of thinking or adapting a more positive attitude and philosophy? What do you want to learn most?

3. Read Book Reviews: While Amazon.com posts book reviews, they have tendency to not to be as objective as a book review you may find in a magazine or newspaper.

4. Ask Your Peers: Think about the top producers in your company. Then ask them which authors have impacted and influenced their success most? Who's teachings do they subscribe to?

5. Authors Bio. The background of an author can also provide further insight into whether they would fit what you're looking for. Is their background aligned with your selling style or industry? Do you truly value their experience?

6. Self published or Not?  The market has many fine self-published books. Just make sure the author is an expert in the topic he or she has chosen to write about.

 7. Testimonials and forward: What do other experts or thought leaders saying about the book? Has it been endorsed by one of these people? Take a look at who wrote their forward as well.

8. Chapter Samples Online: Amazon.com as well as some other online retailers give you the opportunity to pull up chapter samples which would give you a better idea regarding the content and if it's relevant for you. Reviewing the table of contents will also help you determine exactly how much of the topic you're seeking help on is actually covered. Is it the depth and detail you are looking for? Is it relevant to your business or industry?

9. Don't Rely on The Title: Here's a criteria not to rely on; the title.
Many are misleading and you won't know if the title will keep it's promise or is even applicable to you until you explore deeper into the content of the book.

10. Custom Solutions? Not In A Book: Lets face it. Books are written for the mass, not the individual. So if you're looking for custom solutions, accountability and specific verbiage or dialogue to use in a selling situation that may be unique to your business or industry, then a book may not be the answer. Instead, consider hiring a sales coach to fill these needs.