The Transparency Sale
Putting your flaws front and center can help you sell faster, win more, and make it almost impossible for your competitors to compete with you.
People who are open and vulnerable in their presentations and negotiations get more sales, bigger deals, faster payments, longer commitments, and more predictable sales forecasts. In this new book, award-winning sales leader Todd Caponi will share the secrets he’s learned over the years about how to get the deal you want while also making your customer happy with the experience.
The Challenger Sale
Matthew Dixon and Brent Adamson
The Challenger Sale is based on a study of thousands of sales reps across a wide range of industries and geographies. It says that traditional relationship building doesn’t work, especially when it comes to selling complex, large-scale business-to-business solutions. The authors of the study found that every sales rep in the world fits into one of five different types. All of these types of reps can make average sales, but only one type, the Challenger, can consistently make good sales.
The things that make Challengers unique can be done and learned by the average sales person. Once you know how to find the people in your company who are Challengers, you can copy their strategy and spread it around your sales team. The authors show how even a low-performing sales rep, with the right tools, can change customers’ expectations and deliver a unique purchase experience that leads to more customer loyalty and, ultimately, more growth.
The New Solution Selling
Keith M. Eades
To figure out where you’re going, you need to know where you came from. Solution Selling, which was written in the early 1990s by Mike Bosworth, has been updated in this new book.
It’s easier to plan your work and work your plan if you use a sales method to sell. This is one of the most popular ways to do things. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople figure out how likely it is that they will close a deal.
The Little Red Book of Selling
Gitomer’s books don’t matter what you read. You’ll learn better ways to sell, no matter which one. This one is the one I’ve talked about the most.
He can’t be ignored. Jeffrey’s writing style, tone, and advice all have a lot of value in them. It’s a time-honored book that still has value today. This is a must-read for all salespeople, no matter how old they are.
21.5 Unbreakable Laws of Selling
There are rules for every kind of work (physics, civil, criminal, mathematical, economic). If there are certain conditions, the laws will always happen, no matter what. You will learn a lot from this book about how to be a good salesperson. If you’re just starting out in sales, the Laws will be very important. In the long run, it will depend on whether or not you learn these things and follow them. I haven’t been doing that, or “I knew that!” if you’ve been in sales for a while. How could I forget?
When we break the rules, we pay for it. Our sales are going down. Our bank account is hit. A lot of work goes into getting out of bed and making a sales call. This work is aligned with the Laws. Use Jeffrey’s Laws of Selling to get excited again and get back to what really works.
A good friend doesn’t make a good customer. No! The person who buys your product or service doesn’t care about you or your product or service. It’s not your job to deal with objections. It’s the buyer’s. It is not a skill of good salespeople to close; it is a skill of weak salespeople. It’s not the main reason salespeople don’t close the deal that they don’t charge the right price. Gap Selling breaks down long-held and traditional sales ideas that have been hurting salespeople for years.
Gap Selling is a game-changing book that aims to improve the sales IQ of businesses all over the world. His irreverent and unapologetic style breaks down the old sales myths that cause today’s frustrating problems in sales, so that he can show a new way to connect with buyers that isn’t as well known as you might think.
I’ve been following Jill Konrath since 2007, when I signed up for her “Selling to Big Companies” blog. As long as she is alive, she sees the value in the sales industry as bright, warm sunshine.
It’s a roller coaster ride for everyone who buys or sells something. Konrath gives salespeople techniques and tactics to help them adapt to these changes and get what they want out of them. It’s all true. She writes about it on her blog, in eBooks and kits, and in videos.
SPIN Selling is a must-read for anyone who sells or is in charge of a sales team. This sales book talks about the new SPIN method (Situation, Problem, Implication, Need-Payoff).
It’s easy to use SPIN’s simple, practical, and easy-to-follow techniques to boost your sales volume. Why do techniques like closing work in small sales but not in bigger ones? These are some of the questions Rackham answers when he talks about sales.
SPEAR Selling is the best account-based sales guide for today’s modern, digital sellers. It’s a tried-and-true process that both sales leaders and sales people can use to get better results. One thing Shanks has done for a lot of businesses is teach them about SPEAR Selling, which is a way to get more sales pipeline in all kinds of sales jobs (inside sales, field sales, customer success, channel sales).
The key to account-based sales results is a focus on planning ahead that takes advantage of key competitive advantages to significantly improve account activation and opportunity creation, which leads to better sales results.
Triangle Selling: Sales Fundamentals to Fuel Growth
Hilmon Sorey and Cory Bray
In the game, right? But long-term success is dependent on your team having core skills and tactical frameworks that can be used again and again. Salespeople, managers, and executives can quickly learn the basics of Triangle Selling, no matter what kind of sales method they already use, how big their company is, or what kind of market they’re in. They can also quickly onboard new employees and stay flexible in an ever-changing field.
They will be able to do better work if they learn the basic skills and frameworks that drive their work, like doctors, lawyers, and engineers. And that’s what you’ll get with this third book by Sorey and Bray.
The Psychology of Selling
Become more serious about your job. Make a promise today to be a big success in everything you do. It’s the first of my five beliefs, and it’s a big part of my work every day. When Brian talks about how to move deals through the pipeline and add more “Closed Won” deals to the board, he talks about how to do that.
It’s a book you’ll refer to for years to come.
Can you deal with the truth? If you hook up the newest CRM tool or make your social media profiles perfect, can you make sales? Are you having a hard time believing what the new “experts” are saying on LinkedIn? Do you start to question their claim that everything in sales has changed?
What can you count on? The noise from experts and thought leaders who say that everything has changed and you need their new tools, toys, or tricks to stay even or get ahead of the rest of the pack. Yet, it seems that the more of these new miracle solutions you use, the more difficult it is to get things done. To salespeople who are looking for shiny new things, this book is a blunt wake-up call. It focuses your attention on a proven method that actually works. Get past the noise and bring back the sense of calm. Weinberg gives you proven, powerful principles that help you learn how to sell.
Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers
Thomas Williams and Thomas Saine
This book talks about “seller’s dilemmas” and “buyer’s dilemmas.” Without the cooperation of both seller and buyer, many buying processes are doomed by lethargy, fear, and dwindling support from the buying community. Buyer-Centered Selling gives sellers ideas and tactics that help the buyer deal with eleven problems that are likely to slow down and stymie the buying process. Soon, the reader will learn that buying and selling are closely linked because they both work to help the customer buy.