There are always a myriad of business books that are published every month. A lot of them are new or Alan McAnally Sales Book Recommendationrecently updated. One way or another, they are all related to our sales world. and many of them are good reads.
But whether it’s a break between appointments, or several hours on a plane, here are some of the best new sales books to consider. As an established sales consulting firm, we are pleased to make these suggestions to you. We have no financial interest in their sales or popularity. We hope that you will find value in these recommendations.
Slow Down, Sell Faster!: Understand Your Customer’s Buying Process and Maximize Your Sales
Kevin Davis 2011
Slowing down is probably the best advise that I could give to some of the salespeople I’ve worked with over the years. But It could have the connotation perhaps that maybe you should be so eager or maybe you should take it a bit easier. Not so. One of the biggest issues I see, particularly with more complex, consultative selling processes, is the tendency for salespeople to act first and think later.
Major Account Sales Strategies
Neil Rackham 2012
This book is very much oriented to large account selling and focuses on the importance of reaching and influencing the decision maker. It is suited very well for the complex sales and the processes that include multiple buying influences involved in the decision. It combines meaningful information and ideas encompassing both the tactical and strategic side of the sale. It delves into the competitive arena of different successful strategies that can be used to give you the edge in closing the business.
Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship
Mahan Khalsa, Randy Illig 2008
This book is all about the win-win concept and the role that it plays in making sure that everyone ends up a winner. In the long run, this is the only real good way to manage a sale. Thinking of what is best for the buyer is the best start and this is described in detail in this book. When you stop and think about it, selling is all about pausing and making sure that you know what your customer will value. What is the solution that he or she is looking for? “Let’s Get Real” is a must if this is how you want to think.
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Mike Weinberg 2013
Over the years during my sales consulting work, I have worked with numerous clients and sales people who focus solely on “keeping their customers happy.” While certainly a critical part of the job, these individuals seem to feel comfortable with the thought that prospecting can be a waste of their time. They are often looking for someone else to generate the lead. As a contrast, this book is a valuable source of common sense and puts into perspective just how important prospecting is. I have always believed that in one form or another, prospecting is the key to continual growth.
What Got You Here Won’t Get You There: How Successful People Become Even More Successful
Marshall Golsmith and Mark Reiter 2011
This is an interesting book and delves into what enables people to become successful can also be a significant hindrance in their rise to the top. The departure point in the book is that the more you rise in the company, the most counterproductive your habits can become. This seems to be counter to common sense but there is a strong case for what the authors believe. You’ll enjoy the discussion of 20 common bad habits that can really hurt.
Find Lost Revenue: Uncover Hidden Causes to Common Sales and Marketing Problems [Paperback]
Patrick McClure, Mark L. Friedman and Others, 2009
You would think that if you could hire the right people with a good compensation and incentive program, you could expect to have a growth in your sales. Perhaps you’ve spend a lot of time and effort to identify the best sales talent and then brought in some of the finest sales management people. The results that you want elude you. In this book, the six authors, with over 150 years of exper-ience, are will help to gain new insight into solving your most difficult sales dilemmas.
It’s Not All About Me: The Top Ten Techniques for Building Quick Rapport with Anyone
Robin Dreeke 2011
Selling is all about gaining a rapport with your customers and prospects. It is easy for many and very hard for some. Here is a good and practical look at the subject. There are tips here on how you can alter your conversation in order to adjust to the individual you are speaking with. Robin Dreeke is a US Naval Academy graduate and a former Marine Corp officer. Predictably, the book takes a straight forward, no nonsense approach to looking into the important aspect of selling. There is little padding in this book, and the writing style is fluid, conversational and easy to comprehend with lots of examples of scenarios.
Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies For Senior Sales People
Steven W.Martin – 2011
This book addresses a very important aspect of selling, mainly zeroing in on doing the right thing, saying the right thing, do the right thing, and then making sure that you in turn listen to the client. The book delves into the various parts of a complex or strategy selling process and explains the concepts of sales linguistics. This book is geared for the senior and experienced sales professional and is a must read for those moving ahead.
HBR Guide to Persuasive Presentations
Nancy Duarte – New in 2012
No matter whether you are new to the world of sales presentations or a seasoned professional. This book has something for everyone and it is applicable to all types of selling environments.
In a concise style, Nancy Duarte covers every aspect of giving an effective presentation . She employs enough anecdotal experiences to make it a lively and lively read. Enjoy and sell well.
Hal Beck’s Ultimate Sales Book
Hal Becker – New 2012
I recently came upon this book on a recent visit to Barnes and Noble. The author, Hal Becker, is a nationally known sales trainer and a former top sales performer for Xerox.
Everyone can learn something from reading this book. It is in many ways a crash course in sales and full of numerous tibits that can work for you.
Perfect Phrases for the Sales Call
Jeb Brooks and William T. Brooks – Revised 2011
As part of a complete sales training program, this book deserves a place and should be keep handy throughout one’s career. We all know that successful sales depends a lot of preparation and this is what this book is all about.
Getting to Yes
Roger Fisher and William Ury – Revised 2011
In light of the focus on the “Fiscal Cliff” over New Years, highlighting a book on negotiating seems very timely. We could all use some honing of our negotiating skills.
This was originally published in 1981 and the third edition came out in 2011. It has stood the test of time and over the years has been a part of many business school classes. It is a fairly quick read that stresses the importance of principled negotiations that result in win, win solutions.
One common thread throughout the book is how key it is to find common ground rather than negotiate simply on positions. Another suggestion is to separate the people from the problem thereby diffusing emotion. The authors also stress the value of both sides creating options. By contributing together on this both sides can take ownership of the agreement.
This is a service to our clients and those who visit SalesConsulting.Com. These books may be available in hardcover, paperback or as an Ebook. Most if not all can be ordered from Amazon.com (www.amazon.com), Bookfinder.com (www.bookfinder.com) and Barnes and Noble ( barnesandnoble.com).
Alan McAnally, Consultant and CEO, SalesConsulting.Com
