Takeaways from the top 20 sales books

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    21-Oct-2014

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20Sales BooksTAKEAWAYS FROM THE TOPNeil RackhamsSPIN Selling 1TAKEAWAY:People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.Michael Bosworth & Ben ZoldansWhat Great Salespeople Do2People who tell the stories rule the world.TAKEAWAY:3Matthew Dixon & Brent AdamsonsThe Challenger SaleTAKEAWAY:Sales professionals who challenged customers thinking and offered new insights or solutions proved to be four times more likely to be a top performer.Michael BosworthsSolution Selling4Shed the high-pressure, always-be-closing mindset and align your sales approach with a buyers real desires.TAKEAWAY:Rick PagesHope Is Not A Strategy5No longer is being a closer the basis of sustainable success.TAKEAWAY:Jeffrey GitomersLittle Red Book of Selling 6If you cant get in front of the real decision maker, you suck.TAKEAWAY:Jill KonrathssSelling To Big Companies7Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable.TAKEAWAY:Dale CarnegiesHow to Win Friends and Influence People8You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.TAKEAWAY:Robert Miller and Stephen Heimans The New Strategic Selling9Persistence is an admirable quality, but it wont get you anywhere unless the people you are persistent with believe in you and are absolutely convinced that they can trust you.TAKEAWAY:Geoffrey JamesHow to Say It: Business to Business Selling10Selling is the heart and soul of the business world. TAKEAWAY:Mahan Khalsa and Randy IlligsLets Get Real or Lets Not Play11Helping clients succeed is not a euphemism for sales- it is the essence of sales. TAKEAWAY:Jill KonrathsSNAP Selling12Using clever objection-handling techniques insults your prospects intelligence. TAKEAWAY:Aaron RossPredictable Revenue13Making field reps cold call is using highestcost sales resources to perform lowest cost activities.TAKEAWAY:14Tom HopkinsHow to Master the Art of Selling No one limits your growth but you. If you want to earn more, learn more.TAKEAWAY:15Zig ZiglarsThe Secrets of Closing the Sale Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospects mind.TAKEAWAY:16Brian TracysThe Psychology of SellingThe most important rule for selling success is spend more time with better prospects. This rule contains just six words, but it summarizes your complete strategy to selling.TAKEAWAY:17Linda RichardsonsPerfect SellingThe beginning of the call is your customers window into you- your style, your professionalism, your level or preparedness, who you are- and it gives you a good peek into the customer- if you look.TAKEAWAY:18Robert CialdinisInfluence: The Psychology of PersuasionA well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.TAKEAWAY:19Og MandinosThe Greatest Salesman in the World Only a habit can subdue another habit.TAKEAWAY:Jeff ThullsMastering the Complex Sale20A smarter way to sell should transform the conventional sales pitch that customers must endure into a high quality decision-making process that customers value.TAKEAWAY:Our software finds sales triggers faster. Get a free taste!Sincerely, SalesLoft.Share on or