Top 7 Books For Your Sales Strategy Library
Are you starting out at a career in sales? Or perhaps youve been in the field for a while
, but would like to fine tune your sales strategy. Here are some must-haves for your bookshelf at the office.
1st Book for Your Sales Strategy Library
The 25 Sales Strategies That Will Boost Your Sales Today, by Stephan Schiffman
From the author of Cold Calling Techniques That Really Work! and The 25 Sales Habits of Highly Successful Salespeople, this book gives readers in search of a sales strategy many choices: promptly returning clients calls, be observant, try to put yourself in your prospects shoes
2nd Book for Your Sales Strategy Library
Major Account Sales Strategy, by Neil Rackham
This classic talks about such issues as identifying and accessing the decision makers in the organizations to whom you are selling. Its main advantage is its comprehensiveness. It talks about everything from competitors, to influencing the criteria that your prospects use to make a buying decision, to reading negative signs that can arise during difficult negotiations.
3rd Book for Your Sales Strategy Library
UnSelling: Sell Less To Win More, by Peter Bourke
The author, who got his start selling for IBM in the 80s, offers advice that may be counterintuitive: sell less to win more. He has provided thousands of people with training in this sales strategy since 1998.
4th Book for Your Sales Strategy Library
Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page
When author Rick Page was a sales manager, he read that he should have a
sales strategy, but couldnt find any suggestions as to what that sales strategy might be. This book, which includes a chapter on what makes complex sales complex, is his effort to remedy that.
5th Book for Your Sales Strategy Library
The Silent Salesmen: Guaranteed Strategies for Increasing Sales and Profits Using Promotional Products, by Mitch Carson
This 2009 book explores promotional products as a
sales strategy. Provides case studies from the dental, real estate and other sectors.
6th Book for Your Sales Strategy Library
Art of War Plus Strategy for Sales Managers, by Gary Gagliardi and Sun Tzu
This
sales strategy book is actually two in one. It combines Gary Gagliardis advice for sales managers with Sun Tzus classic advice for warriors.
7th Book for Your Sales Strategy Library
42 Rules to Increase Sales Effectiveness: A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills, by Michael Griego
Author Griego, who has worked as a consultant in the Silicon Valley, summarizes sales strategy in 42 rules that can be applied whether you are in the high-tech sector or not. Rules 2, 3 and 4 make for interesting reading in themselves:
Its Not About You.
Its Not About Your Product.
Its All About Your Customer.
This is just a preliminary list, to get your library started. There are many other worthwhile books that we could propose.
by: Percy Evans
Sales Coaching Tips For Successful Sales Management How To Increase Sales Volume Motorcycle Sales & After Market Amenities A Few Things On How To Obtain Quality Sales Leads The Effect Special Deals Have On Product Sales. Meth Labs Urge Politicians To Restrict Sales Of Ephedrine Are Foreclosure Sales Going To Increase In 2012 2 Proven Ideas To Drive More Affiliate Sales Few Effective Telesales Tips Sales Order Management System Digital In-store Flyers Boosting Sales Revenues Turn Tallahassee Real Estate Short Sales Into Investments Understanding The Behavior Of Buyers To Increase Sales