Best books for sales professionals

Jeb Blount

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

Mike Weinberg

Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

Tom Hopkins

Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how. Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to: Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that close sales, time and again Help clients feel good about their buying decisions Keep your clients’ business and build their loyalty Build long-term relationships and watch your sales grow With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on: Verbal and visual buying cues and how to recognize them Choosing the best location for closing Addressing concerns and creating a sense of urgency Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more The ten biggest closing mistakes and how to avoid them Add-on selling and other ways of getting your clients to help you to build your business Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.

Derrick White

This guide provides advice not just on the final close of a sale, but also all the intermediate closes which occur throughout the sales cycle. Each stage of the sale is covered, including: prospecting, the initial proposal, the sales interview, negotiation and the final close.

Claude Whitacre

If you are a salesperson who is looking for a proven method to multiply your sales prospecting results, you have just found the Motherload. Inside, you'll discover; Why prospecting the way you were taught is a colossal waste of time. How to cold call comfortably, without fearing rejection or suffering call reluctance. The one vital factor in getting referrals that nobody is taught, that will triple the number of referrals you get. The one secret to referral prospecting that will almost guarantee that referrals will buy from you. How to get people to want to ask you about your business, in a way that is completely natural and comfortable. A proven method, not taught anywhere else, to find the 6 % that will almost certainly buy from you...and the system to see an endless supply of these highly likely prospects. Written by a salesman who practices what he preaches. Every method is field tested and proven. Complete with every script, answers to every objection, and every resource you need to send your sales prospecting results through the roof. About The Author... Claude Whitacre has been selling for nearly 40 years. He has broken company sales records, been a speaker at industry conventions and trade shows, and still makes sales to test ideas and teach what works. He is regularly asked to speak for business owner groups on advertising and selling. Claude speaks to groups of business owners and salespeople... and nobody else.

Cyril Charney

Annotation Offers quick yet comprehensive guide to the basics of successful selling: prospecting, dealing with objections, negotiation, and more.

Tony Belfort

The World's First Sales Book to Make You ABSOLUTELY GREAT in SALES in a MATTER of DAYS(not months..) UPDATE: Only 3 Days after publishing the book and SALESPEOPLE ARE ALREADY GETTING RESULTS like this: "I have been working in my company for years, and I have always been an average salesperson...after reading this book I broke my record and finished the week as the Best Performing Salesman!" - George Allen "I work in investments, and I have always been consistent with predictable results. Yesterday, I have sold my first $1,000,000 investment opportunity to a new client thanks to the Upselling chapter in this book. I CAN'T BELIEVE MYSELF!" - Steve Andris "Selling was always hard for me. I came to work with anxiety, stress, wondering if I will be able to replicate my results from the previous day. Now, I come to work with peace and joy. When you know how to sell, selling isn't hard. It's actually simple and easy!" - Shelly Klein This book will fix your biggest problems in your sales process. You'll learn: How to open a sales calls, sales meetings, and sales situations no matter your industry The secrets to build MASSIVE rapport with your clients, making the sale much more smooth and easy How to build strong trust with your clients, even if you've just met them How to Qualify your clients and know EXACTLY what is their SPENDING ABILITY How to add SCARCITY & URGENCY to avoid 99% of the objections Closing - How to suggest a close in a smooth way How to deal with ANY objection and motivate your client to buy now Upselling - How to get the BIGGEST SALE from EVERY CLIENT *Due to high demand, the price of the book is expected to rise soon BONUS: Buy Paperback, Get the Kindle Edition for FREE!Scroll Up, Click on Buy Now with 1-Click Button and BECOME THE BEST SALESMAN IN YOUR INDUSTRY

Pawan Kumar Arya

Mastering the Game of Selling is a knowledge bank for the sales professionals. After complete reading of this book, you will emerge as a master in selling. This book is full of sales strategies, sales closing techniques and inputs for sales professionals, which will help them to achieve the pinnacle in their lives. Selling is an art and it starts with the salesman intent to sell. His attitude, personality, communication skills & knowledge about the product plays a vital role in closing the sales. The salesmans first positive impression on the prospect is like winning half the battle. You can be a master in Selling if you practice the best sales techniques as mentioned in this book and adopt them to continuously hone your skills. This book covers in detail, the following: Required Qualities/Attributes of a Super Sales Professional Art of Identifying the Target Segment & the Right Prospect Therein Negotiation Techniques Best Sales Closing Techniques Relationship Beyond Sales .. (to ensure repeat sales & referral selling)

ZIP Reads

PLEASE NOTE: This is a summary and analysis of the book and not the original book. If you'd like to purchase the original book, please paste this link in your browser: https://amzn.to/2IA5nRG Fanatical Prospecting is one of the best-selling sales books of all time. Blount's wisdom and experience will help you close more deals and keep your pipeline flowing! What does this ZIP Reads Summary Include? Synopsis of the original bookChapter-by-Chapter SummariesKey Takeaways from each chapterActionable steps to keep your pipeline fullTips and tricks and things to avoidSpecific advice on email, texting, and cold-calling leadsEditorial ReviewBackground on the authorAbout the Original Book: Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount expertly addresses both the person and the techniques. He gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. DISCLAIMER: This book is intended as a companion to, not a replacement for, Fanatical Prospecting. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way.

Bill Good

For over a decade, Bill Good's guide to increasing new business by finding prospective customers who are more likely to say yes has been a direct-sales bible. Now completely revised and updated to cover e-mail, fax communication, and the Internet, it is the most valuable tool a salesperson can own. Anyone who does any prospecting or selling by phone -- from securities, insurance, and real-estate brokers to fund-raisers, suppliers, and bankers -- knows the frustrations and rejections inherent in "cold calling". In this book, the president of Bill Good Marketing shares his expert techniques for creating successful prospecting campaigns. Dismissing as time-wasting and demoralizing "old school" methods with their don't-believe-a-customer-who-says-no philosophy, Good helps salespeople generate a plan of attack for finding good prospects ("cherries") while quickly screening out unqualified, uninterested customers ("pits"). He walks the reader through all of the variables of effective sales prospecting, including developing phone scripts and letters, searching the Internet for leads, and knowing how and when to close the deal. Complete with tips on motivation, time-management, and recordkeeping, and a special section on troubleshooting common problems, this new edition of Prospecting Your Way to Sales Success will remain the industry bible for years to come.