Summer time – the term alone has me imagining longer daylight hours – meaning that when I read in the evening I’m less likely to fall asleep!
Of course, WHAT you read has a big impact on the snore factor as well. And I can say that the books in this year’s list of sales book will keep you awake as you find tips, tricks, and ideas that will help YOU and your sales team sell more this year.
To make it easy for you to reference the entire list, tomorrow’s post will have a link to a pdf with the full list.
As you read through the list, click on the links, I’ve been told by the authors that you may find some freebies and additional resources at their website. It’s a summertime treasurehunt as well as a valuable list of sales books to help YOU sell more.
Check tomorrow for Part 2 for more sales and sales management books.
|NEW Books and a Sneak Peak|
|Emotional Intelligence For Sales Success by Colleen Stanley
To be published Fall 2012 by AMACOM
Most books about sales recycle the same tips on how sales professionals can improve their pitches and closing tactics. (Does a salesperson really need to be told one more time to ask more questions and meet with the decision maker?) If knowing these sales techniques are all it takes to be successful, why do so many salespeople fall short in hitting their sales quota? The biggest reason for failure is because salespeople rarely understand how emotional intelligence skills positively impact their success in business: the ability to empathize with prospects, remain cool when hot buttons are triggered and be assertive, and asking for what you need in order to create win-win business relationships. When it comes to sales, emotional intelligence skills are every bit important as hard sales skills.
|The Cold Calling Survival Guide by Wendy Weiss
In her newest e-book, The Cold Calling Survival Guide, Wendy Weiss shares her secrets for getting face-to-face with highly qualified prospects — in fact, you’ll start setting appointments within 24 hours of reading it! Free eBook!
|High-Profit Selling: Win The Sale Without Compromising on Price by Mark Hunter
Leading Sales Expert Mark Hunter “The Sales Hunter” uncovers the specific techniques salespeople can use to close more sales without jeopardizing profits. The book is packed with proven processes Mark has taught to thousands of salespeople in corporations world-wide.
|Using Technology to Sell by Jonathan London
Using Technology to Sell: Tactics to Ratchet Up Results: This book will give anyone in sales a road map toward being more effective, differentiating themselves from the competition, controlling the sales process more effectively, and selling more.
|Zero-Time Selling, Ten Essential Steps Every Company Can Take To Accelerate Sales by Andy Paul
In today’s crazy markets, where it is difficult to establish and maintain product and service differentiation, “how” you sell is as important as “what” you sell to win more orders in less time. Zero-Time Selling provides the answers to how” you should sell to create value and build trust with prospects and truly differentiate you from your competition.
|50 Days to Build Your Sales – B2B Edition by Lori Richardson (Paperback)
This little tip book gives you 50 unique tips to grow B2B business, plus 50 inspirations — in a very easy-to-read format. Sales managers say that they mention these tips all the time to their teams.
|Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball by Dave Kurlan
If you want to take a fast-reading, yet powerful and easy-to-apply book with you for summer vacation, check out Baseline Selling. The examples, scripts, and stories alone are worth the read, but the included sales process and information on how to overcome your weaknesses is a terrific bonus.
|Do YOU Mean Business?: Technical/Non-Technical Collaboration, Business Development and YOU by Babette N. Ten Haken
If you dread interdepartmental meetings or asking technical colleagues to meet customers, I highly recommend that you read Babette’s new book, Do YOU Mean Business?: Technical/Non-Technical Collaboration, Business Development and YOU. You’ll find insights, tools, and exercises, that will enable you to make your technical colleagues your best advocates and partners in creating value for clients. Babette will challenge how you do business with a candid approach that inspires you to start working together to innovate, solve problems, make customers happy and close sales!
|Government Contracts Made Easier – Book and Strategy Workbook edition by Judy Bradt
Judy Bradt brings you the secrets to winning US government contracts – whether you’re taking your first steps, or expanding your footprint in pursuit of the world’s largest buyer. Government Contracts Made Easier is loaded with resources that seasoned contractors take years to discover. Includes: Key Concepts; Profiles in Success; A Structured Approach: Seven Steps guide your journey into the heart of what it takes to win government business; Exercises; Research Data & Top Expert Insight; Checklists and Tip Lists; Links to Free and Low Cost Resources.
|HIRED! How to Use Sales Techniques to Sell Yourself On Interviews by Elinor Stutz
Published by Career Press 2010, HIRED! was written based upon years of community service teaching job-seekers how to land their desired job. Through story-telling the reader recognizes how to apply the sales techniques to expertly get to hearing HIRED!
|Lemonade Stand Selling by Diane Helbig
Selling doesn’t have to be hard. This straight-forward guide to the sales process is designed to help any salesperson or small business owner master the sales process.
|Nice Girls DO Get the Sale: Relationship Building That Gets Results by Elinor Stutz
Featured in TIME Magazine, translated into several languages, and is an International best-seller. Through personal story-telling, it is designed to help the reader climb the sales learning curve more quickly and successfully.
|NO MORE COLD CALLING(TM): The Breakthrough System That Will Leave Your Competition in the Dust by Joanne S. Black
This one-of-a-kind sales guide shows you how to stop wasting your time calling people who don’t want to hear from you and boost your close rate to eighty or ninety percent! Send your commissions soaring, work less, and enjoy it more–all without ever making another cold call.