"The Negotiation Book: Your Definitive Guide to Successful Negotiating" by Steve Gates offers a detailed overview of negotiation techniques and strategies applicable to various contexts, including business, personal, and professional interactions. Through practical advice, real-world examples, and actionable tips, Gates provides readers with the tools and insights they need to negotiate effectively and achieve successful outcomes.
"Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days" by Joey Coleman is a compelling guide that underscores the significance of the initial post-sale phase in fostering long-term customer loyalty. The book is based on Coleman’s extensive experience and research, highlighting how businesses can transform new customers into lifelong advocates by focusing on their early interactions.
"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.
"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.
"Cold Calling Techniques (That Really Work!)" by Stephen Schiffman is a classic guide that provides practical and actionable strategies for mastering the art of cold calling in the world of sales. First published in 1987 and updated in subsequent editions, Schiffman's book remains relevant by offering timeless principles that help sales professionals build successful cold calling campaigns.