"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg is a comprehensive guide that provides practical insights and strategies for sales professionals to excel in prospecting and new business development. Published in 2012, Weinberg, a sales consultant and coach, draws on his extensive experience to deliver a straightforward and actionable handbook for individuals looking to achieve success in sales.
"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.
"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.
"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.
Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry is a comprehensive guide that provides sales professionals with valuable insights and practical techniques for using questions effectively to uncover customers' needs and motivations. Through a strategic questioning process, the book offers a roadmap for engaging customers, building rapport, and generating successful sales outcomes.
"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.