$100M Offers: the guarantee on my services came from this book A book about building an offer that is hard to turn down. It left me two written guarantees, a bonus instead of a discount, and the habit of stating how much effort the client has to put in. Pricing Selling 16 sept 2026
The Mom Test: I stopped asking people if my service sounded useful A short book about customer conversations. It cured me of asking for opinions and left me a fifteen-minute call that ends in a date, a repository or a payment. Selling 16 sept 2026
They Ask, You Answer: publishing the price is the part nobody wants to do The thesis fits in one line: answer on your site the questions people ask you on the phone, especially the awkward ones. The list of five topics is good; the rest is the same story told many times. Advertising Selling 27 ago 2026
Surrounded by Idiots: the least convincing book of my year It sorts people into four colours and promises that this is how you understand anyone. The foreword is written by the son of the man who sells the assessment. That tells you what you are holding. Selling 2 ago 2026
Never Split the Difference: the half that works for selling services, and the half that does not An FBI hostage negotiator writing about business meetings. Half the book is usable technique and half is theatre; I separate them, because mixed together they do harm. Selling 17 jul 2026
Predictable Revenue: the method aged, the calendar did not The book that invented the modern cold email, which is exactly what everyone now deletes unread. What survived is an idea about time, not about email. Selling 7 jun 2026
Objections: an index card stretched to three hundred pages The useful content fits on a card and the book runs three hundred pages. That said, the card is a good one, and I wrote it. Selling 17 may 2026
On assertiveness: working alone, you defend yourself with sentences A Spanish classic of popular psychology about saying what you think without attacking or caving in. The theory is the weak part; the concrete techniques are what earns it. Craft Selling 31 mar 2026
The Art of Being Right: a catalogue of tricks, for recognising them Thirty-eight manoeuvres for winning an argument whether or not you are right. Read it the way you read a book about confidence tricks: not to run them, but so they stop working on you. Selling 7 ene 2026
How to Win Friends and Influence People: half useful, and the other half gets in the way The best-selling manual on dealing with people of the last century. It holds three or four pieces of advice that work, and an uncomfortable premise: in a technical sale, being liked is not the goal. Selling 1 dic 2025
Breakthrough Advertising: two chapters that earn their keep and a cult that does not Sold as advertising scripture and priced like a course. What it genuinely contributes is two ideas, and both change how a service page gets written. Advertising Selling 9 nov 2025