A common question in the sales community is, “What’s the best book for me to read?”
Interesting question for an author. It’s too braggy to say ‘Well mine, of course!’ That’s why each year I compile a book of recommended reading for sales people. I share sales authors and experts who have proven tips for you!
For the next week or so, I am going to comment on a few specific books from the comprehensive list you can view here.
We’ll start with the new for 2013 books. They cover the sales conversation from start to finish, emotional intelligence, increasing your sales with existing customers, cold calling, inspiration, attracting new customers and launching new ideas or a business!
3 Secrets to Increase Sales with Existing Customers by Lisa Magnuson
How would you like to make an easy sale?
It’s much easier to expand your business with a current customer than it is to secure a new one. However, current customers won’t automatically say yes to your next offer. They require some strategic interactions and specific information before they are ready to purchase additional items. This eBook reveals a proven strategic approach you can use with your current customers to increase your sales and create a long-term positive relationship.
There’s no such thing as “small talk.” Today’s buyers want more from sales professionals than a simple consultation. What they’re hungry for are meaningful, collaborative conversations that value their time and energy and result in a Win3…where they, the seller, and the organization, achieve a winning outcome.
Conversations That Sell introduces sales professionals to the collaborative conversation skills they need to capture the buyer’s attention and secure business. Outlined and supported with examples are the key conversation Skills and the Will factor that drives results. It’s an easy read with many tips and tools to help you make each of your sales conversations count.
Many salespeople fail at closing business because they have not developed their emotional intelligence skills. Salespeople know what to do, however, in tough selling situations, they let nonproductive emotions take over. They discount too soon, write practice proposals without proper qualification and continue to meet with non-decision makers. This book will show you how development of soft skills do produce hard sales results.
While on a stretcher with a broken neck, Elinor Stutz heard her family sobbing upon their hearing the surgeon’s prediction of paralysis. BUT at that very moment, Stutz experienced two visions asking, “Are you ready for the fight of your life?” and, “Will you learn how to Believe, Become and Empower others?” Her story is compelling, inspiring, and leads others directly into knowing how to build a successful and inspired heart-based business.
People Love You: The Real Secret to Delivering Legendary Customer Experiences for account management and sales professionals in B2B companies and high-end B2C relationship management. by Jeb Blount
For many companies, the loss of even a single customer can create layoffs, close plants, and potentially threaten the future of the company. In People Love You, you’ll gain the insight, knowledge, and tools you need to serve and engage customers on an emotional level that will anchor them to your brand, your product or service, and ultimately to you.
The Sales Magnet by Kendra Lee
It’s not a lie. Cold calling does not have to rule your prospecting life. In her latest book, The Sales Magnet, Kendra Lee provides you with a multitude of tip and tools to have your prospects coming to you. Through her three different prospect attraction strategies – personal, digital, and collaborative – prospects will want to work with you because they will know who you are and what you can do for them.
If you need and want new business, but dread the thought of cold calling, never fear. You can Smart Call instead. In this, the updated Second Edition of the Top Sales Book of 2010 (Top Sales Awards) you’ll see how to plug sales intelligence into a proven calling process to get through and sell.
This Amazon best-seller by international sales expert for women, Kim Duke – helps women in biz overcome the fear of launching a new idea and more. Includes loads of ideas, resources, and interviews with people who had Ugly Baby ideas and got into O Magazine, the Huffington Post and more!
See the entire list here and watch for more specifics on each of the books over the next few weeks!