TAKEAWAYS FROM THE TOP
People do not buy from salespeople because they understand their products but because they felt the salesperson understood their
Michael Bosworth & Ben Zoldans
What Great Salespeople Do
People who tell the stories rule the world.
Matthew Dixon & Brent Adamsons
The Challenger Sale
Sales professionals who challenged customers thinking and offered new insights or solutions proved to be four times more likely to be a top
Shed the high-pressure, always-be-closing mindset and align your sales approach with a buyers real desires.
Hope Is Not A Strategy
No longer is being a closer the basis of sustainable
Little Red Book of Selling
If you cant get in front of the real decision maker, you suck.
Selling To Big Companies
Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately,
How to Win Friends and Influence People
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.
Robert Miller and Stephen Heimans
The New Strategic Selling
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.
How to Say It: Business to Business Selling
Selling is the heart and soul of the business world.
Mahan Khalsa and Randy Illigs
Lets Get Real or Lets Not Play
Helping clients succeed is not a euphemism for sales- it is the
essence of sales.
Using clever objection-handling techniques insults your prospects
Making field reps cold call is using highestcost sales resources to perform lowest
How to Master the Art of Selling
No one limits your growth but you. If you want to earn more, learn
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.
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.
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.
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.
The Greatest Salesman in the World
Only a habit can subdue another habit.
Mastering the Complex Sale
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.
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