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Hired
Gun: You're #1, and Somebody Hates It
by Robert Workman
While every salesperson should read Hired Gun, it is not a
book on how to sell, but rather a guide to discovering your personal
identity and learning why it is your most precious asset in sales.
Trust Workman, if you're a top gun, you can bet there is someone gunning
for you. This book tells you why. You'll learn why top sales producers
scare the hell out of those who manage them. Workman's sales personality
evaluation test alone is worth the price of the book. Hired Gun
is iconoclastic, quirky, rambling and very funny. Perfect. It is exactly
the book you would expect from a cigar-smoking, Ferrari-driving Texan
who lives in a converted warehouse with his pet cougar. SalesDog gives
Hired Gun four bones. Get it.
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The
New Strategic Selling: The Unique Sales System Proven Successful by
the World’s Best Companies
by Stephen E. Heiman, Diane Sanchez, Tad
Tuleja, Robert B. St. Miller
The authors have updated their original best-seller, Strategic Selling,
offering proven techniques for booking the sale. This book is particularly
helpful if you are navigating your way through a sea of decision makers
in large account selling. |
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Spin
Selling
by Neil Rackham
Rackham’s SPIN (Situation, Problem, Implication, Need) selling strategy
is based on his analysis of over 35,000 sales calls. If you are serious
about racking up big ticket sales with corporate accounts, you need
this book. |
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Selling
to VITO
by Anthony Parinello, Denis Waitley (Introduction)
No, VITO is not Tony Soprano’s cousin. VITO is the Very Important
Top Officer you need to reach to close the sale. Parinello tells you
how to get through the gatekeepers, grab your prospect’s attention
and close the sale. Check it out. Warning: Not for the faint of heart!
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Solution
Selling: Creating Buyers in Difficult Selling Markets
by Michael Bosworth
A resource for sales managers in large account, corporate sales with
specific advice on assigning leads, managing the sales process, and
controlling costs. Effective techniques for prospecting, overcoming
objections, and creating value are also covered. A solid book.
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Rethinking
the Sales Force: Redefining Selling to Create and Capture Customer
Value
by Neil Rackham, John R. Devincentis
It’s all about creating value for an increasingly sophisticated customer
in an ever-changing world, the authors tell us … and they’re right!
The old ways of selling don’t apply anymore. How you create value
for your customer depends on what kind of customer they are – the
book defines three types and shows you ways to devise a sales strategy
for each. |
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How
to Become a Rainmaker: The People Who Get and Keep Customers
by Jeffrey J. Fox
A rainmaker is the person in an organization who brings in the big
clients and therefore makes the big bucks for the company and himself.
In short, easy-to-read chapters, Fox weaves illustrative stories around
tips on how to find and win customers. A quick read sure to spark
some ideas and keep you on-the-lookout for new customers and opportunities.
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The
S.P.I.N Selling Fieldbook: Practical Tools, Methods, Exercises and
Resources
by Neil Rackham
He’s baaack! The companion book to SPIN Selling – filled with examples,
stories and case histories to illustrate Rackham’s heavily researched
S.P.I.N. selling method. Includes exercises for sales people and their
managers to assess selling skills, strengths and weaknesses. Managers
will want to add it to their arsenal of training tools. |
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Cold
Calling Techniques that Really Work
by Stephan Schiffman
If you dread making cold calls, this book can help. Packed with invaluable
tips on identifying and reaching the decision-maker, improving your
pitch and setting appointments. The author has trained over 250,000
sales people and shares field-tested techniques designed to improve
your performance. |
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The
Sales Bible
by Jeffrey H. Gitomer
Subtitled “The Ultimate Sales Resource,” this enormous volume covers
everything from prospecting and cold-calling to closing techniques
and customer relationship management. Need help in any area of selling?
Grab your Sales Bible and the answers you need are there. |
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How
to Master the Art of Selling
by Tom Hopkins
A classic from a sales motivation master, How to Master the Art of
Selling is especially strong on persuasion techniques, reading your
prospect and working the sale. If you are new to sales, do yourself
a favor and get this book. |
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