Takeaways from the top 20 sales books

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20Sales Books

TAKEAWAYS FROM THE TOP

Neil Rackhams

SPIN Selling

1

TAKEAWAY:

People do not buy from salespeople because they understand their products but because they felt the salesperson understood their

problems.

Michael Bosworth & Ben Zoldans

What Great Salespeople Do

2

People who tell the stories rule the world.

TAKEAWAY:

3

Matthew Dixon & Brent Adamsons

The Challenger Sale

TAKEAWAY:

Sales professionals who challenged customers thinking and offered new insights or solutions proved to be four times more likely to be a top

performer.

Michael Bosworths

Solution Selling

4

Shed the high-pressure, always-be-closing mindset and align your sales approach with a buyers real desires.

TAKEAWAY:

Rick Pages

Hope Is Not A Strategy

5

No longer is being a closer the basis of sustainable

success.

TAKEAWAY:

Jeffrey Gitomers

Little Red Book of Selling

6

If you cant get in front of the real decision maker, you suck.

TAKEAWAY:

Jill Konrathss

Selling To Big Companies

7

Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately,

indispensable.

TAKEAWAY:

Dale Carnegies

How to Win Friends and Influence People

8

You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people

interested in you.

TAKEAWAY:

Robert Miller and Stephen Heimans

The New Strategic Selling

9

Persistence is an admirable quality, but it wont get you anywhere unless the people you are persistent with

believe in you and are absolutely convinced that they can trust you.

TAKEAWAY:

Geoffrey James

How to Say It: Business to Business Selling

10

Selling is the heart and soul of the business world.

TAKEAWAY:

Mahan Khalsa and Randy Illigs

Lets Get Real or Lets Not Play

11

Helping clients succeed is not a euphemism for sales- it is the

essence of sales.

TAKEAWAY:

Jill Konraths

SNAP Selling

12

Using clever objection-handling techniques insults your prospects

intelligence.

TAKEAWAY:

Aaron Ross

Predictable Revenue

13

Making field reps cold call is using highestcost sales resources to perform lowest

cost activities.

TAKEAWAY:

14

Tom Hopkins

How to Master the Art of Selling

No one limits your growth but you. If you want to earn more, learn

more.

TAKEAWAY:

15

Zig Ziglars

The Secrets of Closing the Sale

Each close you use should be an educational process by which you are able to raise the value

of the product or service in the prospects mind.

TAKEAWAY:

16

Brian Tracys

The Psychology of Selling

The most important rule for selling success is spend more time with better prospects. This rule

contains just six words, but it summarizes your complete strategy to selling.

TAKEAWAY:

17

Linda Richardsons

Perfect Selling

The beginning of the call is your customers window into you- your style, your professionalism, your level or

preparedness, who you are- and it gives you a good peek into the customer- if you look.

TAKEAWAY:

18

Robert Cialdinis

Influence: The Psychology of Persuasion

A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People

simply like to have reasons for what they do.

TAKEAWAY:

19

Og Mandinos

The Greatest Salesman in the World

Only a habit can subdue another habit.

TAKEAWAY:

Jeff Thulls

Mastering the Complex Sale

20

A smarter way to sell should transform the conventional sales pitch that customers must

endure into a high quality decision-making process that customers value.

TAKEAWAY:

Our software finds sales triggers faster. Get a free

taste!

Sincerely, SalesLoft.

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