"Spin Selling" is a sales methodology developed by Neil Rackham in the 1980s. The methodology is based on extensive research into what distinguishes successful salespeople from less successful ones. Rackham and his team analysed over 35,000 sales calls across a wide range of industries and found that the most successful salespeople tended to ask more questions than their less successful counterparts.
"Pre-Suasion: A Revolutionary Way to Influence and Persuade" by Robert Cialdini explores the power of setting the stage before attempting to persuade or influence others. Cialdini argues that the key to successful persuasion is not only the message itself, but also the context in which it is delivered. By understanding how to effectively prime people for persuasion, it is possible to significantly increase the likelihood of success.
"Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top" by Nicholas A.C. Read and Stephen J. Bistritz is a comprehensive guide that delves into the intricacies of selling to top-level executives in organisations. Through their extensive experience in sales and interactions with C-suite leaders, the authors offer invaluable insights and practical strategies for navigating the complex landscape of executive decision-making.
The Innovator's Mindset: Empower Learning, Unleash Talent, and Lead a Culture of Creativity by George Couros is a dynamic and insightful book that focuses on fostering a mindset of innovation in education, leadership, and personal growth. George Couros, an educator and thought leader, provides a compelling argument for cultivating an innovator's mindset and offers practical strategies for achieving this transformation.
"The Challenger Sale" by Brent Adamson and Matthew Dixon is a ground-breaking book that challenges traditional sales methods and offers a new approach to selling based on research of high-performing salespeople.