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Books, Resources & Products We Recommend - Small Business Sales and Sales Management
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Description |
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| Close More Sales!: Persuasion Skills That Boost Your Selling Power |
Mike Stewart
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As a professional sales trainer, Mike Stewart has targeted the most rampant selling errors. And he's developed a set of practical guidelines for overcoming the problems and achieving sales success. With a focus on real-life problems and solutions, the book teaches business-to-business salespeople how to: * incorporate hard-driving closing strategies into softer, consultative selling techniques * use a customer-centered approach to identify and sell what the customer .... [Read More] |
| Customer Centered Selling |
Robert Jolles
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Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an .... [Read More] |
| Exceptional Selling |
Jeff Thull
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Exceptional Selling is a step-by-step guide to the kind of critical conversations you must have to win the high stakes sale and build powerful relationships.
This is the first book to apply powerful diagnostic principles directly to sales conversations. |
| How to Set Your Fees and Get Them |
Kate Kelly
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Shows business owners and professionals how to establish a fair rate for their services. It includes helpful but simple formulas for fee- setting, information on various ways to present one's rates, strategies for successful pricing negotiations, and concrete advice and examples from the self-employed. |
| I'm a Salesman! Not a Ph.D.: Realistic Strategies to Increase Your Sales |
Brad Huisken
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Whether you are a rookie to the sales game or a seasoned veteran, this book is for you. Brad Huisken covers all the aspects of sales in his easy to read, easy to use book for all salespeople. You will learn how to sell yourself, your product or service, how to build personal trade, repeat business and referral business, how to close the sale and add-on. You will learn a revolutionary way to save sales and insure that the true objection is solved. In addition, you will .... [Read More] |
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| Munchies for Salespeople |
Brad Huisken
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"I have seen Brad in action, watched him inspire, experienced the truth the way he brings it to life. This book can be anybody’s "support system" for selling forays. What makes this book a must-read, must-keep-nearby, is that it is written in vignettes from Brad’s weekly newsletter. Anything you find on one page can be returned to for memory jogging. Use the table of contents in this book; it will take you right back to the heart of the matter."
- Richard von .... [Read More] |
| No More Cold Calling |
Joanne Black
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In her book, Joanne provides a powerful and proven 5-step referral-selling system for salespeople and business owners. Using this one-of-a-kind guide, readers will learn how to convert their businesses to referral selling. The results include close rates at 80-90 percent and fewer hours and more enjoyment of their work- – all without ever making a cold call. As a sales strategist for more than 30 years, Joanne explains why cold calling and other ineffective prospecting .... [Read More] |
| Pricing With Confidence |
Reed Holden
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10 ways to help executives capture value, grow revenue, and increase profits: Readers will discover a proven toolkit to drive pricing and business decisions that have enabled dozens of companies to exceed expectations. Pricing with Confidence gives you confidence in pricing and the things you have to do to make pricing work better in your business. |
| Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game |
Skip Miller
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All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers. This is a guide to becoming a proactive, rather than a reactive, sales manager, teaching the abilities of a great salesperson, which include empathizing, negotiating, and listening. . It teaches a proven method for managing the sales process as well as the .... [Read More] |
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| ProActive Selling |
Skip Miller
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Sales success starts with ProActive Selling, the runaway best-selling book by Skip Miller. ProActive Selling will help you:
Call high & stay high
Double the number of prospect calls returned
Position yourself confidently with senior executives
Set performance targets for every sales call
Eliminate the maybes in your sales funnel
Handle customers who won't commit
And more
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| Pushing the Envelope All the Way to the Top |
Harvey Mackay
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The book discusses how to push the envelope of business practices in order to push past the status quo and succeed in doing it. When it comes to business advice that gets results, nobody can touch Harvey Mackay--the quintessential self-made man who triumphed through brain power, determination, and creativity. |
| Questions That Sell |
Paul Cherry
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Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.
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| Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off |
Paul Goldner
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Drawing on the author's vast enthusiasm and insights acquired over a successful career, this book outlines valuable strategies and techniques for developing a complete selling system that works. Readers will learn what sales prospecting really is and why it's a key element in any winning sales formula. |
| Red-Hot Customers: How to Get Them, How to Keep Them |
Paul Goldner
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Goldner draws upon his own successful experiences and observations, and he practices what he preaches. His pragmatic approach to selling and maintaining on-going revenue streams produces results. He offers practical tips and techniques for turning prospects into customers and customers into loyal life-long advocates. |
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| Sales Skills For An Unfair Advantage |
Patricia Weber
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Do you want to improve your sales? Do you want to be able to sell stress-free?
Do you want to learn from simple and advanced concepts that every person can identify with? Empower yourself with ... "Sales Skills for An Unfair Advantage: 104 Sales Tips for People in A Hurry!" This book will encourage you and keep your mind open with skills for success.
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| Selling Online |
Rick Broadhead
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In Selling Online, Carroll and Broadhead discuss what makes an online business fail or triumph. From the nuts and bolts of how to build a site to an in depth look at merchant accounts, a systematic business plan walks you through the complex issues of doing business over the Internet. |
| The Prime Solution |
Jeff Thull
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The Prime Solution leads you through the major components of the value delivery system - creation, marketing, selling, implementation, and measurement of whole solutions - and explains how to execute each state of the process to deliver maximum value and receive increased margins in return. |
| The Quintessential Guide To Using Consultants |
David Zahn
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The Quintessential Guide to Using Consultants presents practical and clear guidelines for maximizing the results of the consulting relationship through each step of the process.
You’ll get answers to such questions as: What does a consultant do? Should you use former colleagues with inside knowledge of your business—or outside experts? How can you avoid failed projects and fingerpointing, finding fault and assigning blame? What is—and isn’t—a consultant responsible .... [Read More] |
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| The Science of Sales Success |
Josh Costell
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No fluff or gimmicks here. Written by a former Fortune 100 National Sales Manager and award-winning sales maverick, this book provides an analytical, entertaining, and energetic look at how to sell measurable value to your customers--and watch sales soar! Chockfull of real-life examples, Costell shows how to custom-tailor these powerful selling concepts, strategies, and techniques to your sales situations. Costell's book is based on his observing more than 1,000 joint .... [Read More] |
| Up Your Business |
Dave Anderson
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Up Your Business! is a wake-up call for any business leader who's asleep at the wheel. It's a no-holds-barred manifesto dedicated to one thing and one thing only - makig your organization perform at the highest possible level. It outlines seven no-nonsense steps you can take to fix, build, or stretch your business. |
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