“Sales Cybernetics” written by Bryan Adams is a must-read for anyone looking to improve their sales skills and performance. The book offers a unique perspective on the sales process, combining principles of cybernetics, psychology, and human engineering to create a powerful framework for sales success.

One of the key elements of the book is its focus on the role of the salesperson’s mindset in determining success. Adams argues that a salesperson’s beliefs, thoughts, and expectations can have a profound impact on their ability to close deals and succeed in their career. He provides practical techniques for developing a positive and confident mindset, including visualization, affirmations, and self-reflection.

Another key aspect of the book is its emphasis on the importance of understanding and connecting with the customer. Adams argues that salespeople must understand their customers’ needs and wants, and be able to communicate the value of their product or service in a way that resonates with the customer.

He provides practical tips and techniques for building rapport, listening actively, and uncovering customer pain points.

In addition to its practical approach, the book also delves into the broader context of sales, exploring the impact of technology, globalization, and changing customer behavior on the sales profession. Adams provides insights and strategies for adapting to these challenges, and for staying ahead of the curve in an ever-changing sales landscape.

Despite being written several years ago, “Sales Cybernetics” remains highly relevant today. Don’t worry – there are plenty of other sources that can help you out with social selling etc…

Its focus on the importance of mindset and customer connection is as relevant now as it was when it was first published, and its insights and techniques can be applied to a wide range of industries and sales scenarios.

It’s an essential read for anyone looking to take their sales skills and performance to the next level. Whether you are just starting out in sales, or are a seasoned veteran, this book offers practical, actionable advice for achieving sales success.

The best news of all is that you can buy a copy for around £2.50 online – available on eBay

Unlikely you’ll get it in one of your local book stores unfortunately.