"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.
"Selling Value: Key Principles of Value-Based Selling" by Don Hutson is a comprehensive guide that delves into the principles and strategies of value-based selling. In this book, Hutson provides readers with practical insights and actionable techniques to effectively communicate and deliver value to customers in sales interactions. Through a combination of theory, real-world examples, and step-by-step guidance, Hutson equips sales professionals with the tools they need to differentiate themselves from competitors and win more business by focusing on value.
"Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton is a seminal work in the field of negotiation that presents a principled approach to negotiation, emphasising collaboration and mutual benefit. Through this book, the authors offer a comprehensive framework for negotiating agreements that meet the interests of all parties involved, without resorting to adversarial tactics or compromising principles.
"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.
"ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle" by Michael J. Nick and Kurt Koenig is a comprehensive guide that introduces the concept of Return on Investment (ROI) selling and provides a structured approach for sales professionals to effectively quantify and communicate the financial benefits of their products or services to customers. Through a combination of theory, real-world examples, and practical tools, Nick and Koenig equip readers with the knowledge and skills they need to navigate the sales process and drive successful outcomes by focusing on ROI.
"The Art of Closing the Sale" by Brian Tracy is a classic guide to the art of selling. The book offers a comprehensive framework for the sales process, from prospecting and qualifying leads to closing the sale and following up with customers.