"Solution Selling: Creating Buyers in Difficult Selling Markets" by Michael T. Bosworth is a groundbreaking book that has had a significant impact on the field of sales. First published in 1994, it remains a classic in the realm of solution selling, providing a comprehensive framework for sales professionals to navigate complex markets and create meaningful connections with buyers.
"Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table" by Reed Holden and Mark Burton is an essential resource for sales professionals seeking to master the art of pricing and effectively demonstrate value through return on investment (ROI). In this comprehensive guide, Holden and Burton outline practical strategies and techniques for positioning price, understanding customer value, and negotiating win-win outcomes that maximise profitability for both the seller and the customer.
"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.