Next week we start a new feature: Salesteamtools Book Reviews.
Each week we’ll start a conversation on books we think every sales professional should read. **Update: A little rumor floating around out there is that an audio companion will debut as well…
Some are get-yourself-going books, some are specific strategy or technique books, and some are well known, while others less so. They’re all hand-picked and previously read by site contributors.
The books we’ll be taking a look at over the next 18 weeks follow below. We’ve already got several others in line, but are looking forward to your suggestions as well, as this will be a 52-week series. Let us know what you want to discuss…
- QBQ: The Question Behind the Question, John Miller
- How to Win Friends & Influence People, Dale Carnegie
- The People Principle, Ron Willingham
- The Power of Approachability, Scott Ginsberg
- Purple Cow, Seth Godin
- Never Cold Call Again, Frank Rumbauskas, Jr.
- Book Yourself Solid, Michael Port
- High Probability Selling, Jacque Werth
- The Sales Bible, Jeffrey Gitomer
- The New Strategic Selling, Robert Miller & Stephen Heiman
- No B.S. Sales Success, Dan Kennedy
- Getting to Closed, Stephan Schiffman
- Spin Selling, Neil Rackham
- The Little Red Book of Selling, Jeffrey Gitomer
- Closing Techniques that Really Work, Stephan Schiffman
- Getting to Yes, Roger Fisher & William Ury
- The Psychology of Sales Call Reluctance, George Dudley & Shannon Goodson
- Never Eat Alone, Keith Ferrazzi
The goal is to start a conversation and encourage you to own your personal development. So get the books and let’s start reading.
UPDATE: For a faster bookstore glance through the first nine books on our list (we’ll update to the second nine later), click here now.
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Sales Trainer
2 years ago
I would suggest looking at Action Selling. It is a book that describes a proven sales process. Research has shown that this selling process has been responsible for salespeople that become certified in Action Selling, sell up to 300% more.
This process moves the sale forward using Five Critical Sales Skills. It is not a manipulative selling technique, tip or trick but rather a road map to follow for each milestone of the sale.
You can find it at http://www.thesalesboard.com
It’s written in short story format and takes about 90 minutes to read. Very easy to understand.
I hope that helps.
George Pappas
2 years ago
I thought you might want to take a look at a new book — “ValueSelling: Driving Up Sales One Conversation At A Time.”
It has actually been in the works for more than two decades and is the first to feature ValueSelling – a practical methodology that focuses on uncovering a prospect’s critical business issues and values, which goes far beyond the common sales credo – know your customer.
Sales expert and author Julie Thomas shares similar useful anecdotes along with the simple-yet-powerful framework that has fueled her impressive rise to president and CEO of ValueVision Associates in her newly published book that is now available at Amazon and Barnes & Noble.com.
She has some useful tips and anecdotes she can share with your blog readers. In these uncertain economic times, small business entrepreneurs, CEOs and companies can’t afford to rely on what has worked in the past as the business climate is constantly changing, which is one of the key lessons Thomas stresses in her book.
You can also check out Julie’s Web site at http://www.valueselling.com.
I can also send you a copy if you like.