Books Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine Book by Ryan Serhant

Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine by Ryan Serhant is a high-energy, practical sales guide rooted in Serhant's journey from a struggling real estate agent to leading one of New York’s top sales teams. The book weaves together personal anecdotes and actionable strategies, designed for anyone—from real estate professionals to those in retail or service—looking to dramatically improve their sales results.

Core Principles and Strategies

Sales is a Volume Business: Serhant emphasizes juggling multiple opportunities simultaneously rather than relying on a single deal, arguing that managing several deals maximizes chances for success and reduces desperation.

Initiative and Persistence: Success in sales means consistently taking action—whether by making calls, following up on leads, or reaching out to new prospects. Serhant’s mantra: always be proactive and persistent in your outreach.

The Four W's: Understand who you’re selling to, what you’re offering, where and when to engage, and why your customer should want it. This framework ensures you align your pitch to the client’s needs and context.

Building Relationships: Focus on forming genuine connections with clients, listening actively, and asking thoughtful questions. People buy from those they trust and like; storytelling and authenticity are key.

Leverage Your Personal Brand: Stand out by developing a strong, authentic personal brand—both offline and on social media—to establish credibility and attract new prospects.

Negotiation and Handling Objections: Master the “Three P’s” of negotiation—preparation, patience, and persistence. See negotiation as a path to mutually beneficial solutions, and always follow up, through, and back with clients.

Daily Goal-Setting: Hold yourself accountable by setting daily targets for lead generation, meetings, or follow-ups, and conduct regular progress reviews.

Enthusiasm is Contagious: Approach your work with passion and positivity, as clients respond to energy and confidence.

Embrace Rejection: See it as a step toward success; persistence through “no” eventually leads to “yes”.

Practical Techniques

Meet at least three new people every day to expand your network and increase sales opportunities.

Use time management strategies to keep multiple deals moving forward simultaneously.

Always make a counteroffer in negotiations and remind clients that time is valuable.