In Chapter 11 of Selling Retail, Mr. Lawhon recommended that the dedicated salesperson read several other books to further his or her career. In the Business Excellence Edition, I added more which he and I had later discussed and which he found interesting. I wanted to give you the complete list here, just so you have a quick reference. Feel free to bookmark this page in your browser so you have quick access when you're looking to use your Audible or Kindle credits!
Mr. Lawhon's Original List
Emerson, Ralph Waldo. “Compensation.” Essays. Mt. Vernon, New York: Peter Pauper Press.
Gandolfo, Joe. How to Make Big Money Selling. New York: Harper & Row, 1984.
Hill, Napoleon. Think and Grow Rich. New York: Fawcett Crest, 1960.
Hopkins, Tom. How to Master the Art of Selling. New York: Warner Books, 1982.
Marcus, Stanley. Minding the Store. New York: A Signet Book, New American Library, 1975.
Marcus, Stanley. Quest for the Best. New York: The Viking Press, 1979.
Peale, Norman Vincent. The Power of Positive Thinking. New York: Fawcett Crest, 1963.
Peters, Thomas J. & Waterman, Robert H. Jr. In Search of Excellence, Lessons from America’s Best-Run Companies. New York: Harper & Row, 1982.
Schuller, Robert H. Tough Times Don’t Last, Tough People Do. New York: Thomas Nelson Publishers, 1983.
Ziglar, Zig*. See You at the Top. New Jersey: Fleming H. Revell Company, 1984.BE
Mr. Lawhon highly recommended Zig Ziglar's books, audiobooks, and videos. You can find these online at: www.ziglar.com. The Ziglar legacy is alive and well, and as effective as ever.
There were many other teachings which Mr. Lawhon often discussed after his books were published. Though he questioned some aspects of all these writings (let’s be honest, he questioned everything), he respected their ideas and intentions, and believed that any one of them might be the book which gave a concept clearer meaning, or switched on the light-bulb for someone’s understanding, and in turn his or her enthusiastic self-motivation.
The 7 Habits of Highly Effective People, Stephen R. Covey
How to Win Friends and Influence People, Dale Carnegie
Self-Reliance (Essay), Ralph Waldo Emerson
The Toyota Way, Jeffrey Liker (Based on work by W. Edwards Deming: Leadership Principles)
One Minute Manager (Series), Kenneth H Blanchard
Business @ The Speed of Thought, Bill Gates (Lawhon specifies the exact concepts he agrees with in The Selling Bible and its supplemental training materials)
In writing my first book, we discussed many of my father's concepts like Positive Radiation, personal action plans (in the language of vision, manifestation, and goals), authenticity, and integrity. What we found was the basis of "To Thine Own Self Be True." The more one understands and levels with themselves as a person--through honest self-reflection--the better one will do in all areas of life from personal happiness to relationships to career. We both agreed these books had merit, and though they are more soft-skill oriented, they apply well to sales and business:
Creative Visualization, Shakti Gawain
The 7 Spiritual Laws of Success, Deepak Chopra
The Secret (Movie or Book)
What the Bleep Do We Know? (Movie)
The Four Agreements, John Miguel Ruiz
Well into his 80's, Mr. Lawhon was reading and avidly discussing the research found in these books as well:
Malcolm Gladwell’s Blink, Outliers, and The Tipping Point
Levitt and Dubner's Freakonomics
James Collins' Good to Great
Gallup’s StrengthsFinder 2.0
Zengar & Folman's The Extraordinary Leader, and How to Be Exceptional
Whatever books, videos, workshops, or courses on which you choose to spend your
money and time, Mr. Lawhon gave us the true key to his recommendations in the last paragraph of his 9th Revelation, Positive Radiation:
The greatest return on your investment occurs in your own mind. Any time or money you spend to know yourself well, to improve your mind, your attitude, and your vision, are good investments for yourself (and all those you hold dear).
If this has inspired you to read more by Lawhon, just head over to the Store and get going on one of his ground-breaking books today!