Here are 4,000+ pages of extra-credit reading you can do.
Are you picking up the track I’ve been laying down in the last few articles? Do you agree with me about the importance of asking better questions ?
If so, then you’re probably chomping at the bit for more specific ideas on how to do it.
You’ll get plenty of that in future articles.
But we assume you’re restless because you’ve come to the blog with “help for restless sales people.” Maybe you want to zoom ahead of the rest of class (and earn a gold star in the process).
Mon ami(e), this article is for you. It provides 19 good books you can read in the meantime.
Will nearly 4,000 pages of reading keep your racing mind occupied until I can catch up with you?
Remember, you can always find time to read more by making better use of those wasted hours between 11:00 p.m. and 5:30 a.m.
(Lame joke. Get enough sleep.)
Here’s the list:
- The SPIN Selling Fieldbook by Neil Rackham
- SPIN Selling by Neil Rackham
- Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales and Results by Thomas A. Freese
- Selling Is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth by Marc Miller and Jason M. Sinkovitz
- A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level by Marc Miller
- Stop Telling, Start Selling: How to Use Customer-Focused Dialog to Close Sales by Linda Richardson
- Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry
- Start with No: America’s Number One Negotiating Coach Explains why Win-Win Is an Ineffective, Often Disastrous Strategy, and How You Can Beat It by Jim Camp
- No: The Only Negotiating System You Need for Work and Home by Jim Camp
- Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding how and Why Your Customers Buy by Bill Stinnet
- Selling Results: The Innovative System for Maximizing Sales by Helping Your customers Achieve Their Business Goals by Bill Stinnet
- Mastering the Complex Sale: How to Compete and Win When the Stakes Are High By Jeff Thull
- The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale by Jeff Thull
- Exceptional Selling: How the Best Connect and Win in High Stakes Sales by Jeff Thull
- Selling with Integrity: Reinventing Sales Through Collaboration, Respect and Serving by Sharon Drew Morgen
- The Art of Asking: Ask Better Questions, Get Better Answers by Terry J. Fadem
- Socratic Selling: How to Ask the Questions that Get the Sale by Kevin Daley and Emmett Wolfe
- Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship by Mahan Khalsa and Randy Illig
- Socrates’ Way: Seven Master Keys to Using Your Mind to the Utmost by Ronald Gross (See Chapter 2, “Asking Great Questions.”)
Not coincidentally, these are also some of the best books I’ve found on selling, period.
If you’re not inclined to read a book, you’ll have to be a little more patient. In future articles I’ll review some of these books or share what I think are their best ideas.
If you are inclined to buy any of these, please consider doing so through one of the links I’ve provided to Amazon.com. You’ll help feed my skinny little old black cat.
Hey, I sell. You sell. What do you expect?
Stay fresh,
– Scott Silverback
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