One of the best ways you can become a stronger sales professional is to constantly develop your world view. The larger your world view the more people you will be able to find some familiarity while you are in the Opening Phase of the Sales Cycle. The larger your world view the more opportunities for growth you will be able to identify in your day-to-day life.

The easiest way to expand your worldview is to consume books! Each month you should add at least 2 books to your library and each quarter add a “Classic” to your collection. Swing by the local book retailer or online bookseller and grab one. Don’t like walking around with an actual book, download apps like Scribd and Hoopla and you can have books at your fingertips and your complete library in the cloud for instant reference. No time to read? Download the Audible app and LISTEN to the books on your commute! No money for all these purchases and apps? Walk yourself to the library and check out the titles for FREE!

As the kids say, #NoExcuses !!!

Each month I will give you a review of a book I feel is great to add to your library. Some may be best sellers, hot off the press. Many will be books that have lasted beyond the fad of the year! Of course I will give you a heads up on a classic to add. More importantly, I want you to share your opinions on the books showcased and reach out with suggestions for review.

The first book we’re going to review is entitled “Once Upon a Car”, written by Bill Vlasic, first published in 2011. As a reporter for the Detroit Free Press and then the New York Times, Vlasic had front row seats and a backstage pass to document the slow, painful slide of America’s Big Three automakers – GM, Ford and Chrysler – from 2005 into the depths of the Great Recession.

It’s a story of hubris, audacity, fear, resolve and resilience. The three automakers shared clients, competition and business environment. For a while they even utilize common strategies and negotiation practices.

The value of the book begins to become evident as we see the speed with which each company recognizes the true extent of their individual problems and how they go about addressing them.

While there were many, many players in this saga, for me the standout was Bob Lutz of General Motors. After spending years in the auto industry, working for companies like BMW and Chrysler under Lee Iacocca, Bob Lutz understood that to grow as a company, the need to be connected to and cater to the client is paramount.

While the big three were feasting on and pick up trucks and larger and larger SUVs, he was extolling the virtues of the smaller platforms and would be the number one backer of the project that would eventually become the Chevy Volt.

This non-fiction, historical drama is as exciting to read as anything on the New York Times best-selling thriller list!


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