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The Bookshelf
Whether you are new to sales or an 'old hand', it is our experience that the people who perform best in their sales careers or at interview are those who have researched and studied the subject. Below you will find a selection of books that we personally recommend or have been recommended to us.
Select a category:
Sales Techniques
Interviewing Techniques
Time Management
Personal Development
Sales Books
Title: |
The Psychology of Sales Call Reluctance George W. Dudley, Shannon L. Goodson Upon reading this book the first time, it angered, hurt and upset me. The truth hurts. Being a courageous, goal-oriented, highly-motivated individual. . . I kept reading. The book answered the question as to my average, mediocre performance issue. I was call reluctant. Since seriously studying and applying the proper countermeasures, I make 10 times the money with 1/2 the effort. Admitting to behaviors that do not serve us, can be emotionally painful for a short time, but certainly not as emotionally draining as struggling with call reluctance on a daily basis. This book pointed out how costly call reluctance is financially and emotionally. After my initial anger and upset, I experienced tremendous relief. What this book did for me is make me realize that self-exploration contributes to human sanity. |
Title: |
High Probability Selling Jacques Werth The way selling should be done! Without a doubt, the best book on the subject of selling I have read. Stop wasting your time and your prospects' time, read this book. |
Title: |
How I Raised Myself From Failure To Success In Selling Frank Bettger The finest book on selling I've ever read. As a long time sales trainer, I've had opportunity to teach over 300 salespeople. As a part of that training I regularly use this book. Every person I've ever recommended this book to has stated that it is without a doubt the finest sales book they've ever read. Bettger's writing style makes the book an easy read, and the information contained in the book is practical and easy to apply. For anyone in the sales profession, or those considering a future career, this book should be a part of your library. |
Title: |
How to Master the Art of Selling Tom Hopkins Tom Hopkins earned himself over one million dollars in his first three years as a salesman. Here, in his first book, he sets down the key secrets of his success. His methods emphasize the need to escape from a fear of failure. His techniques have all been tried and tested on the firing line of sales work and are positive and practical. His book reveals how selling can become not just a job but a way of life that leads to greater success, greater satisfaction and greater happiness. Not an easy read. |
Title: |
Lions Don't Need to Roar D.A. Benton From entering a room and shaking hands, to how to use your voice and make the right physical contact, Debra Benton analyzes interaction between associates, superiors and clients, and shows how to capitalize on lucky breaks and how to function when you finally reach that topmost rung. |
Title: |
Major Account Sales Strategy Neil Rackham There's very little material, published or unpublished, to help you with the down-in-the- trenches approach to executing a sales strategy. In contrast, there's no shortage of grand strategic advice for the generals of the selling world. In this book I'll be looking at the customer's decision process and at how to form an account strategy that positively influences the decision. The various pieces of advice I'll be offering will have one common factor. Without exception, they will focus on the account and the customers within it. |
Title: |
Making the Technical Sale: A Handbook for Technical Sales Professionals Richard Greenwald I came to the "Sales Consultant" position from technical engineering background with no sales experience and have found this book very informative and helpful in my new career. If you are involved in pre-sales engineering, this book should accompany you as a resource wherever you go. This material is so valuable for sales consultants I quite honestly believe anyone who is in or thinking about getting into sales consulting should read this book! |
Title: |
Power Base Selling : Secrets of an Ivy League Street Fighter Jim Holden I recommend this book as a must read for sales professionals. I've been selling computer services for 9 years and applied many techniques in selling solutions and commodity type products to customers. From all of the techniques out there, Power Base Selling tops them all especially on how to engage and defeat the competition. This book is the most incredible selling book on the market! --This text refers to the paperback edition of this title |
Title: |
Selling the Invisible Harry Beckwith As the owner of an e-business consultancy & development agency, I have a technical background as opposed to a sales & marketing one. Therefore, I need books that will help me improve my business skills without having a detrimental effect on my time. With an amusing, no-nonsense writing style, the author has created a book that is a pleasure to read and is full of sensible, real-world advice. The best thing about this book, however, is the fact that the advice is given out in a series of small, anecdotal tales, each ending in a succinct statement of the point! This allowed me to read the book in 5-minute bursts, with the points hitting home and being remembered. I've been integrating many of these ideas into my approach to running and marketing my business, and I'm already experiencing positive results. Highly recommended! |
Title: |
Selling To VITO (The Very Important Top Officer) Anthony Parinello Are you a hungry hunter in bad need of your next meal? Selling to VITO is the ONLY sales book/method I have recommended to others and will continue to do so. Instead of head-in-the-ether vagaries, Tony gives you no-nonsense, step-by-step actions you can take TODAY to fill your funnel with new opportunities. But if you're expecting 100% success, pass on the book. Tony's methods are only as valuable as your last successful sale and your ability to quantify that value for a prospective customer executive. Provided you can do that & you can get his methods in front of the RIGHT prospects, you will be fed! Read every chapter - especially the one on 'pigeon holing' - and then get to work. It's hard. It's very uncomfortable. It's effective. Good selling... --This text refers to the paperback edition of this title |
Title: |
Spin-selling and The Spin Selling Fieldbook Neil Rackham Give people what they WANT then they will sell themselves! If you're sick and tired of being sick and tired being rejected over and over again then maybe you're trying to sell through telling and persuading. SPIN SELLING lets the client see what their needs are through their eyes. This book will turn your prospects around especially on major accounts one hundred and eighty degrees! |
Title: |
The New Strategic Selling Stephen E. Heiman, Diane Sanchez, Tad Tuleja his edition helps the reader learn how to: identify the four real decision makers in a corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to meet; avoid closing a poor deal; and avoid the most common error when dealing with the competition. |
Interviewing Techniques
Title: |
Great Answers to Tough Interview Questions Martin John Yate I thoroughly enjoyed Martin Yate's advice on job hunting. You've got a question? He's got the answer, and answers questions you never thought about before but that do creep up in interviews! (trust me on that one). This book is a necessity to anyone serious about changing career paths, or finding their first one. Martin Yate makes excellent comments, and gently steers his readers into having a more practical approach to job hunting. He is also very encouraging and has a nice sense of humour. He is obviously an expert in the topic, so it's worth the buy. It is the best book on the market, what more can be said than that? |
Time Management
Title: |
Common Sense Time Management Barry Pearson Time management is vital because success requires more than doing tasks effectively and efficiently. Time must be found to persuade, motivate and influence people as well. Time is a precious resource, and is the only commodity that, from day to day, people are equally endowed with. This book outlines strategies and techniques that are designed to enable managers to use their time as efficently as possible. |
Personal Development
Title: |
Your MBA With Distinction Caroline Gatrell, Sharon Turnbull The key to doing well in an MBA can often appear to be shrouded in mystery, 'success' being a concept available only to the brilliant or the very lucky. MBA with Distinction proposes that MBAs are not mystery prizes linked to the wheel of fortune, but quite the reverse. They can be seen as a process which, if approached systematically, can be managed effectively. The advice in this book will assist readers to distinguish themselves as good MBA students, while developing their individual learning and writing styles. It will enable readers to optimise their abilities, as well as the time they have available. It explains the process of how the MBA works, because once students understand this, they can then begin to manage their own learning. MBA with Distinction will help all students do well in their MBAs by enabling them to feel 'in control' of their course, rather than being submerged by it. It also includes handy 'with distinction!' tips along the way for those who seek to excel in their programme. |
Title: |
The Mind Gym: Wake Your Mind Up Mind Gym This is the model for self-development books for the 21st Century. I have read many self-development books, to benefit personally and to support my work as a trainer and coach. Some have been based on academic research, others have been 'secret of my success' books. This one genuinely stands out. There is a solid underpinning of well-researched psychology, combined with dozens of practical tools and examples. The Mind Gym have taken the best, most useful theories and presented them in easy to understand ways, illustrating them with real-world examples from many of the participants at their 'Workout' training sessions. Some of the things this book can help you with:
It's full of interesting self-assessments and you get access to their website for even more useful tools. There's just the right combination of interaction, anecdotes and explanation; and it's structured as a book you can dip into and get ideas straight away for any particular life challenge you face. All in all, a book that will make a difference - if you USE all the good stuff in it. |
Title: |
Awaken the Giant Within Anthony Robbins 'I am passionately attached to self-improvement books, and this year I have found the guru of gurus in this department.Anthony Robbins' MARY KENNY, EXPRESS 'A fascinating, intriguing presentation of cutting edge findings and insights across a broad spectrum of issues, including the growing consciousness that true 'You can't afford not to know what Anthony Robbins is teaching!' KENNETH BLANCHARD, author of THE ONE-MINUTE MANAGER 'Tony Robbins inspired me to take my career to the next level. Having attended all of his live courses, he definitely is the number one communicator in the world. He really knows how to bring out the best in you so that you consistently peak perform' ROGER BLACK,World Olympic medallist, BBC television presenter and motivational speaker. 'Tony thinks differently, and thank god he does, because he helps us to think differently about everything. Talk about value added leadership!' MIKE BASCH, FEDERAL EXPRESS |
Title: |
The Seven Habits of Highly Effective People Stephen Covey I had heard about this book through a friend and actually borrowed his copy before buying my own copy. My MD saw me reading it and explained that of all the personal change books he has read that this one is the best. I argree 100%, not only that but this has triggered off the first mentoring program in the company I work for. The result has been ground moving and it just goes to show that despite what we want to believe we can make a choice, and not let our circumstances hinder us from getting to the path laid out. Being read in line with the most sort after book in the world, this book helps people to actually walk and live life to the fullest. It makes it so practical and no longer allows us to blame psychology, or other people for the choices we have made or the consequences that follow. Some people may read this and it wouldn't mean a thing, others would read it once and that would be it, however I advice that you not only read it but live it and you will see.... what life is really all about |
Title: |
Zapp!: the Lightning of Empowerment William C. Byham, Jeff Cox Many people fail to focus on whether or not their message is received. More effective people focus on whether the message is received as they attempt to improve communications so their company can be more successful. ZAPP! also focuses on WHAT message is received. As the book shows, a perceived message can be dispiriting or empowering. I liked the fact that the book spent as much time on explaining about bad communications as it did on good ones. That is a great way to help people improve. The only thing I did not like about the book was that the end led into a sales pitch for consulting rather than tips for how to pursue this on your own. It seemed out of keeping in a book about empowerment. Skip the last 2 pages, and you will be left with a better taste in your mouth. Buy, read, think about, apply, and share this book and the lessons above with your colleagues. That will help you get heart-warming results to go with the heart-warming feeling that reading this book provides. Enjoy! |
If you would like to make some recommendations of your own,
email Steve Page with
your ideas.
Seltek Consultants Ltd 25a Hockerill Street Bishop's Stortford Hertfordshire CM23 2DH UK Tel: 01279 657716 Fax: 01279 651119  sales@seltekconsultants.co.uk |
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