Books

Although handling many of  the more challenging and complex sales situations you will encounter are covered  in this book, some will benefit from more in-depth study.   If additional reading would help in those cases, several books are  recommended below to assist you in further  developing any specific skills that may be needed.   Several will additionally enhance your people skills so that you may achieve outcomes that will be extremely pleasant and  rewarding in both your sales career and personal like.

 

 

How to Win Friends and Influence People, by Dale Carnegie

See You at the Top, by Zig Ziglar

How I Raised Myself From Failure To Success In Selling, by Frank Bettger

How to Master the Art of Selling, by Tom Hopkins

Major Account Sales Strategy, by Neil Rackham and Richard Ruff

SPIN Selling and The SPIN Selling Fieldbook (a working follow-up tool for “Spin Selling”), by Neil Rackham

The New Strategic Selling, by Robert Miller, Stephen Heiman, and Tad Tuleja

The New Conceptual Selling, by Robert Miller, Stephen Heiman, and Tad Tuleja

The One Minute Salesperson, by Larry Wilson and Spencer Johnson

The Seven Habits of Highly Effective People, by Stephen Covey

Power Sales Writing: What Every Sales Person Needs to Know to Turn Prospects into Buyers, by Sue A. Hershkowitz

Bringing Out the Best in People: How to Apply the Astonishing Power of Positive Reinforcement, by Aubrey C. Daniels

Maximum Performance Management, by Joseph H. Boyett and Henry P. Conn

Secrets of Closing Sales, by Charles Roth and Roy Alexander

One on One: The Secrets of Professional Sales Closing, by R. Ian Seymour

Sales Closing for Dummies, by Tom Hopkins

The Secrets of Closing the Sale, by Zig Ziglar

The Art of Negotiating, by Gerard I. Nierenberg

Getting to Yes, Negotiating Agreement Without Giving In, by Roger Fisher and William Ury

The Lost Art of Listening, by Michael P. Nichols

Interactions 2: Listening/Speaking, by Judith Tanka and Lida R. Baker

The Business of Listening, by Diane Bonet

 

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