When is the last time you read a good book? I don’t mean the latest detective mystery, trashy novel (hey, 50 Shades… is still on the best-selling list I hear), or biography… I mean a good book that helps you succeed in sales or sales management?
We’ve compiled a list of must-read books in our 5th annual Summer Sales Reading List 2015 for you to review and identify which could be most beneficial for you to ask for referrals, break open doors, have productive sales conversations, lead your sales team more effectively, and so much more!
Peruse the books here and look for the entire list that you can print tomorrow.
Don’t wait though…you can order a book today and read it on Kindle immediately or have it delivered for your weekend!
Part 1 of the list can be found here: Summer Sales Reading List 2015 – Part 1.
Part 2 of the list can be found here: Summer Sales Reading List 2015 – Part 2.
Part 3 of the list can be found here: Summer Sales Reading List 2015 – Part 3.
The Summer Sales Reading List – All Star Book Resources by Sales Pro Insider, Inc.
Negotiation Rules! A Practical Approach to Big Deal Negotiations
by Jeanette Nyden
Do you know the rules to negotiate complex deals? Big deal negotiators know the rules. Learn the rules, master the game and get the deal you want, not the deal the other side wants you to have.
Nice Girls DO Get the Sale: Relationship Building That Gets Results
by Elinor Stutz
The book provides a step-by-step accounting of how a novice saleswoman enlisted her clientele to teach her how to sell well. Stories are described as laugh-out-loud funny. Relationship building will always deliver the results you want.
NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust
by Joanne S. Black
Tired of dialing for dollars? Joanne’s referral selling guide shows you how to boost your close rate to 80 or 90 percent, send your commissions soaring, work less, and attract the customers you actually want to serve—all without ever making another cold call. NO MORE COLD CALLING™ provides referral selling scripts, network building techniques, a step-by-step guide to implementing Joanne’s proven referral process, and a host of helpful insights to increase any sales force’s productivity.
Nonstop Sales Boom
by Colleen Francis
Put an end to boom and bust sales cycles – once and for all!
Nonstop Sales Boom reveals powerful strategies to drive consistent sales growth quarter after quarter, year after year.
Do your company’s sales results lurch between highs and lows – with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results – every quarter, from every member of the team.
by Kelly McCormick
In OutSell Yourself, business expert Kelly McCormick shows you how to take the sleaze out of selling. Kelly shares her techniques to personalize the sales process when speaking to individuals and companies. This includes the best open-ended questions to ask to find out what your customer really needs. Plus the important changes to make when selling to men and to women.
Kelly also shares her methods to find out the real budget and discuss your prices and fees without feeling nauseated. The book also contains examples of how to put together winning proposals and quotes, get powerful testimonials and referrals…and lots more.
OutSell Yourself is recognized as a TOP TEN BOOK by Small Business Trends.
Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal
by Joanne S. Black
Success is Sales 2.0 is about the marriage of the old (relationships and referrals) with the new (technology). Each of these has its place in sales. The trick is leveraging the invaluable sales intelligence that new technologies provide—and knowing when it’s time to put away the toys and have a grown-up, face-to-face conversation. In PICK UP THE DAMN PHONE!, you’ll learn how to strike the right balance and build relationships that drive sales success.
Real-World Selling for Out-of-This -World Results
by Maura Schreier-Fleming
As one reader says, “Your concise and pragmatic book covers all the necessary considerations to be successful in sales.” Real-World Selling is filled with practical ideas on sales strategy, sales process and sales skills that will produce immediate improvements in your selling.
Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
by Anneke Seley and Brent Holloway
Anneke Seley and Brent Holloway wrote “Sales 2.0” in 2008, when companies were just starting to recognize that technology, combined with online customer engagement, was imperative for sales success. The book’s stories and themes – particularly how inside sales teams can drive new thinking and transform businesses and how to get started with Sales 2.0 – are as relevant today as they were when the book was written.
The Sales Magnet
by Kendra Lee
The Sales Magnet takes your lead generation and prospecting goals to the next level with it’s three-pronged approach to successful lead generation and prospecting campaigns. By using personal, digital, and collaborative prospect attraction strategies, the reader will be able to personalize their unique campaign approach using the activities and methods most comfortable to them, and best suited to their target market. Stop trying to squeeze yourself into someone else’s box. Use Kendra Lee’s personal attraction trifecta to make prospects come to you – in your own way.
by Jim Cathcart
Understanding the mind of your buyer makes selling so much easier. You can learn to identify the many subtle ways in which customers will show you how to sell to them.
Once you understand these unique aspects of sales psychology you will be able to speak in terms that customers will find appealing, see what aspects of your offer will appeal to them most, and know how to get them to enthusiastically say “Yes, I’ll Take It!”
Based on both Relationship Selling and The Acorn Principle, Jim Cathcart’s top international best sellers.
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling (second edition)
By Art Sobczak
While telephone prospecting is one of the fastest and most profitable ways to initiate a new sales contact and build business; it’s also one of the most dreaded-for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak’s proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.
The Truth About Leads
by Dan McDade
What’s the secret to developing a successful lead generation program? The Truth About Leads, by Dan McDade sheds light on the problems involving current trends in lead qualification and prospect development. True to his own classic down-to-earth style, Dan offers practical and actionable solutions that will help take your company to a new level this year!
4 Success Drivers You Need to Know...and Grow
How do you strengthen this "Will" among your sales associates? How does the lack of drive impact your daily life? I discussed this and so much more on a recent virtual training event you can access below. It's valuable information for any business leader who needs to maximize performance of their people to grow their company.
Click here to access the replay.
Here’s another great list~