| Think
and Grow Rich |
Napoleon
Hill |
Well you
may as well start with the classic - get your own copy and read
it each year. |
| Walk
like a Giant, Sell like a Madman |
Ralph
Roberts |
For all
the self-employed. For all the individual entrepreneurs who
need to sell. For every real estate agent in the world. Learn
a lot of practical lessons from someone who can do the rare
art of both sales and marketing. |
Selling
the Dream
|
Guy
Kawasaki |
His original
and best book. Must read for all computer and software sales
people. |
| The
5 Great Rules of Selling |
Percy
Whiting |
The famous
Dale Carnegie sales courses are based on this book. Yes, anyone
can learn sales. Here is the formula. |
| Women
in Sales |
Tanny
Mann |
The men
who read this book rave over it (and get their eyes opened).
Ladies, get your own copy. |
| Sales
Management by Objectives |
Odione |
If nothing
else is working for you and your team, put formal plans in place. |
| Feed
Your Eagles |
Derek
Newton |
Of course
your top sales people are prima donnas. Console yourself on
the way to the bank. In the meantime, let them soar. |
| The
Heart of the Sale |
Mitchell |
Love it.
Even the most technical sale has a human emotional side to the
transaction. |
|
How
to Swim With The Sharks Without Getting Eaten Alive
|
Harvey
Mackay |
We liked
it just for the title. Then found out what a practical, insightful,
and smart easy read it is about the basics of selling. |
| Supercharge
Your Sales Force |
Jon
Liberman |
Not all
your team are self-charging, so lead the charge yourself with
this inspiration. |
| One
Minute $ales Person |
Johnson
& Wilson |
For those
who like their training in byte size chunks, this is the answer.
Great refresher for busy years when you don't read full books. |
| Selling
the Tough Buyer |
W.
Huggins |
One of
the books to read as you start to move up the sales channel. |
| How
to Master the Art of Selling |
Tom
Hopkins |
OK. Learn
from the master as you get better. |
| Power
Base Selling |
Holden |
Another
master. |
| Ziglar
on Selling |
Zig
Ziglar |
One of
many books from the sales inspiration leader. Try to see him
in person somehere too. |
| The
Art of Persuasion |
Ray
Wilson |
We are
all born salesmen. Somehow as kids it is easy and then we get
stuffy or something. Go back and read this to learn the art. |
| Open
the Mind and Close the Sale |
John
Wilson |
We can
never say enough about how important listening is as a primary
sales skill. |
| Integrity
Selling |
R.
Willingham |
Sure wish
more Wall Street types would read this. |
| Selling
the Way Your Customers Want to Buy |
Roger
Wenschlag |
What a
novel idea. Read this before starting any new channel programs. |
| Getting
to Yes |
William
Ury |
A quick
practical read. Good refresher. |
| Getting
Past No |
William
Ury |
Companion
refresher. |
| The
Psychology of Selling |
Brian
Trace |
We all
need to know more about this. People sell to people. The process
and approach have all been studied by psychologists - and there
are major commonalities across psychographic groups. |
| How
to Sell Your Way into the Big Money |
Vincent
F. Sullivan |
Was last
year great? Why not step it up a lot of notches. |
Greatest
Sales Stories Ever Told
From the world's best salespeople |
R.
Shook |
People
are sick of me raving about this book Check it out for yourself. |
| Major
Accounts Sales Strategy |
Neil
Reckham |
Selling
to the government or big boys needs a different emphasis - and
a whole approach plan. If you can't apprentice yourself to a
master, study this carefully. |
| SPIN
Selling |
Neil
Reckham |
A practical
formula |
| Managing
Mavericks |
Leslie
Ades |
I sometimes
call Sales Management an oxymoron. But at least you have to
try. |
| How
I Raised Myself from Failure to Success Through Selling |
Frank
Bettger |
One of
the all time classics. Master success story. |
| Niche
Selling |
Brooks |
Shouldn't
a lot of us be doing this? |
| How
to Win Friends and Influence People |
Dale
Carnegie |
The first
person to ever document the sales process. And still a classic
reference that is entertaining and easy to read. A copy belongs
on the bookshelf of every salesman and marketeer. |
| Value
Selling |
L.
De Rose |
What a
novel concept! |
|
What
they don't teach you in Sales 101
|
Drozdeck,
Yeager& Sommers |
Need we
say more? |
| Breakthrough
Selling |
Farber
and Wycoff |
When you
are bored or in a rutt, read this. |
Close,
Close, Close
How to make the sale |
John
Fenton |
Experienced
salespeople know that (a) closing is the easiest part of the
process, and (b) you don't have a sale if you don't close. Good
motivation to try harder. |
Getting
to Yes
Negotiating agreement without giving in |
Roger
Fisher |
Short and
sweet. Great primer and refresher/ |
| Getting
past No |
Roger
Fisher |
Expect
objections, and get past them. |
| How
to Sell Anything to Anyone |
Joe
Girard |
Starting
to show its age. But we still like Joe. |
The
Art of Closing Any Deal
How to be a "master closer" in everything you do |
James
W. Pickens |
1 million
readers can't be wrong. Very, very practical and detailed oriented.
But keeps it moving. |
How
to become a Rainmaker
The people who get and keep customers |
Jeffrey
J. Fox |
OK, so
you have some sales experience. Now learn how to really make
it happen.....and make yourself into themost valued employee. |
Filling
the Glass
The skeptic's guide to positive thinking in business |
Barry Maher |
Getting
your attitude right about life and selling. |
