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Conceptual Selling 4 reviews
Stephen E. Heiman, Robert B. Miller
Grand Central Publishing, 1989
Incredible Book
+ Stimulating ideas
+ why People Buy
+ Sound concepts and useful lists overcome only fair writing.
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Solution Selling: Creating Buyers in Difficult Selling Markets 38 reviews
Michael T. Bosworth
McGraw-Hill, 1994
Great tool to educate and increase your pocket book.
+ Outstanding! The go-to guide to complex sales
+ The Step-by-Step Guide for Selling Solutions
+ Great approach to selling, but must focuses on long sale cycle
+ Bosworth is a proven sales performer, trainer, and leader
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Close the Deal: 120 Checklists for Sales Success13 reviews
Sam Deep, Lyle Sussman
Basic Books, 1998
It works, period
+ Lots of good bite-sized tips
+ What do you hope to accomplish with your sales skills?
I reluctantly purchased this book based on previous reviews. Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme. Well, I was wrong. It took a little getting used to, but this book is written in a way that helped me learn to sell my company's ...
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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts 19 reviews
Tom Sant
AMACOM, 2003
A practical guide that's also a lively read
+ Great book
+ A Great Business Proposal "How-To"
+ Practical Polish for Proposals
+ A Common Sense Approach
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The DNA Selling Method: Strategies for Modern-day Sales People (From Great Moments in History)1 review
Patrick Henry Hansen, 2006
Excellnet Sales book
I had a chance to see Patrick Henry Hansen live at an upstate sales kickoff meeting. He presented Sales-Side Negotiation which was excellent. So I ordered his book on the DNA Selling Method with is the keystone to his program. His writing style is easy to follow and he uses examples from history ...
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Bag the Elephant!: How to Win and Keep Big Customers22 reviews
Steve Kaplan
Bard Press, 2005
It's worth to read, definetly
+ Pragmatic B2B Sales Mentality
+ There's more to bagging huge accounts than landing the first sale
I agree with one review there, that title of the book could be misleading, this book is really not exactly about the sales, and you will not find there a right words or 'forever lasting secret key', how to bag the elephant. But you should also understand, that of any exist, all of them would be ...
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Cold Calling Techniques: That Really Work (Cold Calling Techniques)59 reviews
Stephan Schiffman
Adams Media, 2007
If you've read one...
+ Must read for all salesman
+ staple for professional sales
+ Cold Calling Techniques (that really work)
+ Execellent book for newbies
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Love Is the Killer App: How to Win Business and Influence Friends129 reviews
Tim Sanders
Three Rivers Press, 2003
TRUE inspiration...changed my life
+ How to produce scalable value in the lives of others!
+ The LoveCat Vibe
+ high quality
+ My favorite read of 2008 so far
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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!28 reviews
Jeff Thull
Wiley, 2003
Helpful to Any Leader in Government, UN, or Anywhere Else
+ Avoid unpaid consulting and become a leader not only a manager of the sales process
+ I have 37 years in sales....
+ Refreshing approach
+ Good overview for beginners
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You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for ...50 reviews
David H. Sandler
Bay Head Pub, 2000
Tongue Fu
+ Great "blocking and tackling" book for salespeople
+ 5 STARS...........
+ Great sales system
+ A Sales growth primer GEM!
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The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success27 reviews
Tony Alessandra, Michael J. O'Connor
Grand Central Publishing, 1998
The Best of the Personality Styles Books
+ The Platinum Rule: Treat others as THEY want to be treated...
+ "It's about you, not me"
+ The Platinum Rule: 4 Basic Personalities
+ Understanding Yourself Increases Your Sales
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How to Read a Person Like a Book 18 reviews
Gerard Nierenberg
Pocket, 1990
An oldie but a goodie
+ Very good informations
This book was one of the first one the scene in term of reading people. Granted, some of the material may seem outdated, but much of it is grounded in good basic pscyhology. If you want something a little more cutting edge, then check out David Lieberman's You Can Read Anyone. Lieberman's book is ...
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Selling To VITO (The Very Important Top Officer)55 reviews
Anthony Parinello
Adams Media, 1999
Top Executives Are Hard To Reach, This Book Helps
+ Sound and creative strategies to reach the top officers
+ Selling To Vito
+ A Different Type of Sales Book
+ Review from a Sales Training expert for Selling to VITO...
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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale38 reviews
Rick Page
McGraw-Hill, 2003
good read
+ Not just for the sales force
+ ...But We Wish It Were
+ Love the title.....
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One Minute Sales Person, The: The Quickest Way to Sell People on Yourself, Your Services, Products, or ...33 reviews
Spencer Johnson
William Morrow, 2002
Improve your sales persons' performance
+ Great book and easy to read
I bought this book for one of my Call Center sales and service agents. His customer service skills were excellent but he was reluctant to "sell people on something they don't need or can't afford." If they didn't ask about a product, he didn't tell them about it. If he didn't increase his sales ...
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I.T. Sales Boot Camp: Sure-Fire Techniques for Selling Technology Products to Mainstream Companies18 reviews
Brian Giese
BookSurge Publishing, 2006
I.T. Sales Boot Camp:
+ Roadmap for technology sales
+ Very Realistic - Keys for Salespros
+ Very Realistic - Keys for Salespros
+ Teaching an old dog new tricks
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Birth of a Salesman: The Transformation of Selling in America5 reviews
Walter A. Friedman
Harvard University Press, 2005
Entertaining AND scholarly!
+ An interpretative history of selling in America
+ A fascinating history of selling
+ Great book with real good historical perspective.
+ Read it!
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SPIN Selling96 reviews
Neil Rackham
McGraw-Hill, 1988
Best Sales Book I've Ever Read
+ SPIN selling is a classic
+ Spin Selling - Proven For 20 Years
+ How to Find the Hot Issues that Mattered Most to Your Customers
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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients67 reviews
Jeffrey J. Fox
Hyperion, 2000
After a Year the results speak
+ Great insights, easy to listen to
+ Good book for the sales benniner
+ Motivational, fast paced, focused
+ Concise, well-written and valuable
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High Trust Selling: Make More Money in Less Time with Less Stress37 reviews
Todd Duncan
Thomas Nelson, 2007
Sales Fulfillment
+ Need to lift your sales then read this
+ Loved it and recomend it
+ High Trust Selling By Todd Duncan
+ Solid manual to trust-driven sales
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