{"id":51609,"date":"2021-10-05T11:07:00","date_gmt":"2021-10-05T15:07:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=51609"},"modified":"2021-10-18T11:51:25","modified_gmt":"2021-10-18T15:51:25","slug":"training-sales-team","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/training-sales-team\/","title":{"rendered":"Training a Sales Team: Tips for Sales Managers"},"content":{"rendered":"\n<p>Why do sales jobs have such a high staff turnover? What can you, as a sales leader, do to improve your team&#8217;s performance?<\/p>\n\n\n\n<p>One of the reasons for high staff turnover in sales roles is that sales representatives often lack training in the essential sales skills (e.g. making cold sales calls, closing techniques, etc.) Therefore, coaching your sales team is essential to generating optimum performance. <\/p>\n\n\n\n<p>In this article, we&#8217;ll take a look at some tips and techniques for both training a sales team generally and coaching them in specific skills.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">Training a Sales Team<\/h2>\n\n\n\n<p>Training your sales team in essential sales skills\u2014and continually coaching them in any persistent weak spots\u2014is essential to driving sales. After all, your team can\u2019t excel if they don\u2019t know how to do their jobs properly.<\/p>\n\n\n\n<p>Research shows that coaching improves performance: One study found that <a href=\"https:\/\/instituteofcoaching.org\/coaching-overview\/coaching-benefits\">more than 70% of coached employees reported an improvement in their work quality.<\/a> Other <a href=\"https:\/\/www.shortform.com\/blog\/benefits-of-coaching\/\">benefits of coaching<\/a> include increased employee self-confidence and increased self-reliance.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Use Shadowing to Identify Areas for Improvement<\/strong><\/h3>\n\n\n\n<p>To kick off your coaching, Weinberg recommends regularly shadowing your salespeople\u2014either by conducting joint calls if they work in inside sales or joint visits if they work in field sales. <strong>You\u2019ll gain firsthand knowledge of how each team member works, helping you to identify their strengths and weaknesses.<\/strong> You can then coach each person based on their weaker areas.&nbsp;<\/p>\n\n\n\n<p>(Shortform note: Coaching through joint calls and visits has additional benefits. For instance, this approach may increase the likelihood of your feedback sinking in. <a href=\"https:\/\/brooksgroup.com\/sales-training-blog\/sales-coaching-best-practices-series-joint-sales-calls-aka-ride-alongs\/\">Your team members will apply pointers for improvement more effectively if those pointers relate to a real-life situation<\/a> they can remember, like a sales call or visit, rather than an abstract, hypothetical situation.)<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Train Your Team to Make Good Sales Calls<\/strong><\/h3>\n\n\n\n<p>Weinberg argues that training your team to make good sales calls should be a priority for all sales managers since calls are often the first point of contact with potential customers. <strong>If a salesperson gets the call wrong, winning over the customer becomes much harder.<\/strong><\/p>\n\n\n\n<p>(Shortform note: Since Weinberg\u2019s time of writing, some salespeople have moved away from making initial contact with prospects over the phone, <a href=\"https:\/\/blog.hubspot.com\/sales\/the-best-way-to-reach-out-to-a-prospect-for-the-first-time\">instead doing so through digital means<\/a> (for instance, via email or through social <a href=\"https:\/\/www.shortform.com\/blog\/internet-platform\/\">media platforms<\/a> such as LinkedIn\u2014<a href=\"https:\/\/www.nutshell.com\/blog\/linkedin-cold-outreach-message-prospecting-tips\/\">a phenomenon known as \u201csocial selling\u201d<\/a>). However, that doesn\u2019t mean that teaching your team members how to make good phone calls is pointless. They\u2019ll probably still need to speak with customers over the phone at some point during the sales process.)<\/p>\n\n\n\n<p>According to Weinberg, sales managers should ensure their salespeople have:<\/p>\n\n\n\n<p><strong>1) A structure for the call <\/strong>that always begins with discovery (ascertaining the customer\u2019s needs) rather than a blind pitch. Trying to pitch a product before you know what the customer actually wants is a waste of everyone\u2019s time. (Shortform note: This customer-centric sales approach is arguably at odds with that of Jordan Belfort, author of <a href=\"https:\/\/www.shortform.com\/app\/book\/way-of-the-wolf\"><em>Way of the Wolf<\/em><\/a>. Belfort\u2019s selling ethos is less about finding out about (or catering to) what the customer wants and <a href=\"https:\/\/www.shortform.com\/app\/book\/way-of-the-wolf\/shortform-commentary\">more about the seller closing a deal at any cost<\/a>\u2014even if the product doesn\u2019t meet the customer\u2019s needs.)<\/p>\n\n\n\n<p><strong>2) Pre-prepared research on the prospect. <\/strong>(Shortform note: Weinberg expands upon this recommendation in <a href=\"https:\/\/www.shortform.com\/app\/book\/new-sales-simplified\/1-page-summary\"><em>New Sales. Simplified<\/em><\/a>. He suggests <a href=\"https:\/\/www.shortform.com\/app\/book\/new-sales-simplified\/part-3\">using social media sites such as LinkedIn, Facebook, and Twitter to research prospects<\/a>. <a href=\"https:\/\/www.nutshell.com\/blog\/sales-prospects-research-guide\/\">Other valuable research tools<\/a> include your customer relationship management system (if a sales rep has contacted the customer before) and the customer\u2019s company website.)<\/p>\n\n\n\n<p><strong>3) A list of questions to ask the prospect. <\/strong>(Shortform note: Again, Weinberg discusses this step in more detail in <a href=\"https:\/\/www.shortform.com\/app\/book\/new-sales-simplified\/1-page-summary\"><em>New Sales. Simplified<\/em><\/a>. He argues the most important questions to ask are \u201cdiscovery questions\u201d that ascertain frustrations and problems the prospect is facing. The salesperson can then suggest their product or service as a solution. This advice ties in with Weinberg\u2019s above recommendation that salespeople should prioritize discovery over blind pitching.)<\/p>\n\n\n\n<p><strong>4) Knowledge of how to handle common objections. <\/strong>(Shortform note: In <a href=\"https:\/\/www.shortform.com\/app\/book\/sell-or-be-sold\"><em>Sell Or Be Sold<\/em><\/a>, Grant Cardone recommends a widely applicable objection handling technique: <a href=\"https:\/\/www.shortform.com\/app\/book\/sell-or-be-sold\/part-2\">Ask the prospect to devise a solution to the objection herself.<\/a> If she succeeds, she\u2019ll show that the objection wasn\u2019t too major.)<\/p>\n\n\n\n<p><strong>5) A post-call strategy for processing the prospect\u2019s information: <\/strong>For instance, is their personal data saved or discarded? (Shortform note: Another arguably important element of post-call strategy is planning how and when to follow up with the prospect. Have they requested further contact? If so, when, and in what format (for instance, face-to-face or virtually)? If not, when might it be appropriate to follow up to generate more interest in your product or service?)<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Train Your Team to Pitch<\/strong><\/h3>\n\n\n\n<p>Weinberg believes that as well as training your team to make good sales calls, you should also train them in giving a strong sales pitch. He states that <strong>your team\u2019s pitch should be a simple, short, and engrossing \u201cstory\u201d that clearly communicates your company\u2019s value to the customer.<\/strong> It <em>shouldn\u2019t<\/em> contain too much information about your company\u2019s history or every product or service it offers\u2014this will bore the customer.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td><strong>How to Craft a Strong Pitch<\/strong><br><br>Beyond the basics that Weinberg covers, how can you craft a strong sales pitch for your team? In <a href=\"https:\/\/www.shortform.com\/app\/book\/little-red-book-of-selling\"><em>The Little Red Book of Selling<\/em><\/a><em>, <\/em>Jeffrey Gitomer offers the following recommendations:<br><br><a href=\"https:\/\/www.shortform.com\/app\/book\/little-red-book-of-selling\/principles-6-7\"><strong>Incorporate humor into the pitch.<\/strong><\/a><strong> <\/strong>Making customers laugh relaxes them, facilitates friendship and respect, and ultimately creates an atmosphere conducive to buying.<br><br><a href=\"https:\/\/www.shortform.com\/app\/book\/little-red-book-of-selling\/principles-6-7\"><strong>Make the pitch creative<\/strong><\/a> to add <a href=\"https:\/\/www.shortform.com\/blog\/how-to-remember-something\/\">memorability<\/a> and help it stand out from competitors\u2019 attempts. For example, start the pitch with an unexpected question like \u201cHow much does inefficiency currently cost your company?\u201d<br><br><a href=\"https:\/\/www.shortform.com\/app\/book\/little-red-book-of-selling\/part-2\"><strong>Encourage your people to sell themselves as well as the product.<\/strong><\/a><strong> <\/strong>For example, ask them to craft a short pitch about what they do and how they can help customers, and encourage them to recite this pitch at the start of each sales call. Customers won\u2019t buy a product unless they trust and respect the salesperson.&nbsp;<\/td><\/tr><\/tbody><\/table><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Why do sales jobs have such a high staff turnover? What can you, as a sales leader, do to improve your team&#8217;s performance? One of the reasons for high staff turnover in sales roles is that sales representatives often lack training in the essential sales skills (e.g. making cold sales calls, closing techniques, etc.) Therefore, coaching your sales team is essential to generating optimum performance. In this article, we&#8217;ll take a look at some tips and techniques for both training a sales team generally and coaching them in specific skills.<\/p>\n","protected":false},"author":7,"featured_media":43838,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[15,14,103],"tags":[517],"class_list":["post-51609","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-education","category-management","category-sales","tag-sales-management-simplified","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Training a Sales Team: Tips for Sales Managers - Shortform Books<\/title>\n<meta name=\"description\" content=\"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Training a Sales Team: Tips for Sales Managers\" \/>\n<meta property=\"og:description\" content=\"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-10-05T15:07:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-10-18T15:51:25+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1920\" \/>\n\t<meta property=\"og:image:height\" content=\"1080\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Darya Sinusoid\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Darya Sinusoid\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"Training a Sales Team: Tips for Sales Managers\",\"datePublished\":\"2021-10-05T15:07:00+00:00\",\"dateModified\":\"2021-10-18T15:51:25+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\"},\"wordCount\":1027,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg\",\"keywords\":[\"Sales Management. Simplified\"],\"articleSection\":[\"Education\",\"Management\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\",\"name\":\"Training a Sales Team: Tips for Sales Managers - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg\",\"datePublished\":\"2021-10-05T15:07:00+00:00\",\"dateModified\":\"2021-10-18T15:51:25+00:00\",\"description\":\"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.shortform.com\/blog\/training-sales-team\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg\",\"width\":1920,\"height\":1080},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.shortform.com\/blog\/training-sales-team\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.shortform.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Training a Sales Team: Tips for Sales Managers\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"name\":\"Shortform Books\",\"description\":\"The World&#039;s Best Book Summaries\",\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.shortform.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\",\"name\":\"Shortform Books\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"width\":500,\"height\":74,\"caption\":\"Shortform Books\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\",\"name\":\"Darya Sinusoid\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"caption\":\"Darya Sinusoid\"},\"description\":\"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.\",\"url\":\"https:\/\/www.shortform.com\/blog\/author\/darya\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Training a Sales Team: Tips for Sales Managers - Shortform Books","description":"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.shortform.com\/blog\/training-sales-team\/","og_locale":"en_US","og_type":"article","og_title":"Training a Sales Team: Tips for Sales Managers","og_description":"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.","og_url":"https:\/\/www.shortform.com\/blog\/training-sales-team\/","og_site_name":"Shortform Books","article_published_time":"2021-10-05T15:07:00+00:00","article_modified_time":"2021-10-18T15:51:25+00:00","og_image":[{"width":1920,"height":1080,"url":"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","type":"image\/jpeg"}],"author":"Darya Sinusoid","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Darya Sinusoid","Est. reading time":"5 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#article","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/"},"author":{"name":"Darya Sinusoid","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46"},"headline":"Training a Sales Team: Tips for Sales Managers","datePublished":"2021-10-05T15:07:00+00:00","dateModified":"2021-10-18T15:51:25+00:00","mainEntityOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/"},"wordCount":1027,"commentCount":0,"publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","keywords":["Sales Management. Simplified"],"articleSection":["Education","Management","Sales"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.shortform.com\/blog\/training-sales-team\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/","url":"https:\/\/www.shortform.com\/blog\/training-sales-team\/","name":"Training a Sales Team: Tips for Sales Managers - Shortform Books","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","datePublished":"2021-10-05T15:07:00+00:00","dateModified":"2021-10-18T15:51:25+00:00","description":"Training your sales team is key to generating optimum performance. Here are some tips for training your team in the essential sales skills.","breadcrumb":{"@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.shortform.com\/blog\/training-sales-team\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#primaryimage","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","width":1920,"height":1080},{"@type":"BreadcrumbList","@id":"https:\/\/www.shortform.com\/blog\/training-sales-team\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.shortform.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Training a Sales Team: Tips for Sales Managers"}]},{"@type":"WebSite","@id":"https:\/\/www.shortform.com\/blog\/#website","url":"https:\/\/www.shortform.com\/blog\/","name":"Shortform Books","description":"The World&#039;s Best Book Summaries","publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.shortform.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.shortform.com\/blog\/#organization","name":"Shortform Books","url":"https:\/\/www.shortform.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","width":500,"height":74,"caption":"Shortform Books"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46","name":"Darya Sinusoid","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","caption":"Darya Sinusoid"},"description":"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.","url":"https:\/\/www.shortform.com\/blog\/author\/darya\/"}]}},"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/meeting-sales-business-colleagues-presentation-office.jpg","_links":{"self":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/51609","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/comments?post=51609"}],"version-history":[{"count":5,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/51609\/revisions"}],"predecessor-version":[{"id":51790,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/51609\/revisions\/51790"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media\/43838"}],"wp:attachment":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media?parent=51609"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/categories?post=51609"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/tags?post=51609"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}