The Silverback's Guide
Sales Books Australia
Is there a sales book for someone who is not a salesperson?
The Silverback's Guide to Selling. Selling is about solving: find the problem, offer the solution, agree on a price. Thirty-five chapters and fifty golden rules on rapport, listening, SPIN, cold calling, email, demos, objections, closing and negotiation.
Most salespeople talk too much, listen too little, pitch too early and follow up too late. The book treats selling as a trade with tools rather than a talent: Cialdini on persuasion, Carnegie on rapport, SPIN questions, the Challenger approach and Voss on negotiation, each taken for what it is useful for. The revised edition keeps the bite and drops the myths. 'There is no magic fifth call.' There is no permission to lie either. Then the Sales Bench turns it into tools for Tuesday morning, and a short guide covers selling without the stupid legal trouble.
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What this covers
01
The first law: nobody buys what you're selling. Sell the outcome, then prove it
02
Rapport, listening and questions that let the customer explain the problem
03
Prospecting, cold calling, email and demos that earn the next useful step
04
Objections, closing and negotiation, plus selling to six markets including Australians
The Silverback says
Sales is not a talent show. It's a trade.
Arena 3 · The field manual
The Silverback's Guide to Selling
Sell with backbone, clarity and trust.
Rapport. Listening. SPIN. Challenger. Cold calling. Email. Demos. Objections. Closing. Negotiation. Six markets, home included. Thirty-five chapters, fifty golden rules.
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Questions about sales books australia
Is it for B2B or B2C?+
Both. There are chapters on committees, account management and referrals as well as cold calls and demos. The principles are about people, and people are the same across the table wherever the table is.
I hate selling. Will this help?+
If the version you hate is the pushy one, this is the other version. Golden rule 4: 'Never lie. One lie costs ten truths. The maths never works.' Rule 49: 'Sell without making your need for the money the customer's problem.'
How is it different from a US sales book?+
The frameworks are international; the examples, the accent and the chapter on selling to Australians are not.
The Nine Arenas
Which arena is on fire?
01
Being a Man
Character, purpose and the daily work of becoming dependable, including asking for help.
The field manual →
02
Money
Habits, risk and financial decisions, from the bottom of the world.
The field manual →
03
Selling
Listening, explaining value and following through. Remember the person across the table.
The field manual →
04
Conflict
Difficult conversations, composure and repair, without demanding the last word.
The field manual →
05
Bullies
From the sandpit to the nursing home. Strength without becoming another bully.
The field manual →
06
Dating
Honesty, curiosity, consent and rejection. Meet people without an exhausting performance.
The field manual →
07
Divorce
Separation, children and rebuilding. Keep your head and protect what matters.
The field manual →
08
Leadership
Decisions, responsibility and listening. The standard others experience.
The field manual →
09
Spotting a Con
Pressure, flattery and missing information. Pause before committing.
The field manual →
All 9
Plus the Manifesto
The complete library. Ten books for A$99, saving A$35.91.
Get the library →
The Complete Library
Read in any order. Skip what is not relevant. Come back when the next arena lights up.
Every volume in the series, delivered together: the Manifesto and all nine companion volumes as PDFs, in your inbox within a minute. Lend them to mates. Argue with them. Underline them. Spill beer on them.
- ✓ The Silverback's Guide
- ✓ The Silverback's Guide to Being a Man
- ✓ The Silverback's Guide to Money & Investing
- ✓ The Silverback's Guide to Selling
- ✓ The Silverback's Guide to Conflict
- ✓ The Silverback's Guide to Bullies
- ✓ The Silverback's Guide to Dating
- ✓ The Silverback's Guide to Divorce
- ✓ The Silverback's Guide to Leadership
- ✓ The Silverback's Guide to Spotting a Con
Ten books
Save A$35.91 against buying separately. That is A$9.90 a book.
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