Techniques Books

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies

Chet Holmes

Amazon Price: $10.20 List Price: $15.00 Usually ships in 24 hours By: Portfolio Trade Amazon Marketplace: 38 new & used starting at $8.70

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Customer Reviews:
Total reviews: 66 Average rating: 4.5 of 5

Excellent Resource!! 5 out of 5 stars.
0 of 0 people found this review helpful.

This is an excellent resource for any organization. Chet Holmes lays out the steps for any sales force to become successful.

Good Stuff! 5 out of 5 stars.
0 of 0 people found this review helpful.

Haven't finished reading this yet, but Chet Holmes really offers some great insights into creating sales and what it takes to be a sales person. I like the layout - the 12 strategies makes it easy to understand. It's definitely worth the time.

A MUST READ The Ultimate Sales Machine 5 out of 5 stars.
0 of 0 people found this review helpful.

Chet Holmes has put together a GREAT presentation on how to Turbocharge any business. Although I'm heading into my "autumn years", I've recharged my selling activities. Pity this book wasn't available years ago, not that I wasn't an achiever then but could have been a super star. Highly recommend this book to anyone who wants to "lead the pack" and be a trend setter in the business world.

Editorial Review:

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.

SPIN Selling

Neil Rackham, Bob Kalomeer

Amazon Price: $14.52 List Price: $24.95 Usually ships in 24 hours By: Highbridge Audio Amazon Marketplace: 34 new & used starting at $12.48

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Customer Reviews:
Total reviews: 96 Average rating: 4.0 of 5

If you want to sell..... 3 out of 5 stars.
1 of 1 people found this review helpful.

...this may help. It is one of a few books to use as a resource.

Editorial Review:

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

Little Red Book of Selling: 12.5 Principles of Sales Greatness

Jeffrey Gitomer

Amazon Price: $13.57 List Price: $19.95 Usually ships in 24 hours By: Bard Press Amazon Marketplace: 110 new & used starting at $6.15

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Customer Reviews:
Total reviews: 113 Average rating: 4.5 of 5

Little Red Book Review 5 out of 5 stars.
0 of 0 people found this review helpful.

This book is well written! I love it! I'd read anything from this author. The illustrations make the book easy and fun to read.

Written for those who have attention deficits? 1 out of 5 stars.
0 of 1 people found this review helpful.

I sent this book back. It is written in bullet points and different types of fonts and in bold. It seemed to be yelling out car salesmen pitches. Good for those with attention deficits?

Activity Management is Dead 1 out of 5 stars.
0 of 1 people found this review helpful.

I read the first line of the most recent review of this book and that is all it took for me to decide how I would explain what is wrong with this book. The reviewer said the book would help you make those 10 additional sales calls in a given day. This is old school thinking and so is this book. This is the very reason many people dislike sales people. They waste your time. Modern sales is about thinking first. Thinking where you fit. Thinking where you bring value. Thinking specifically what that value is. Then stay there. By doing that, you will no longer allow yourself to think of success as making 10 more sales calls in a day. It's about results. Count results, not sales calls or hours. "Did you get it done?" is all that matters. I'd rather make one meaningful call with a prospect that I know provides me with a ninty percent chance of success than 100 calls, hoping I'll find one opportunity for success. And this also is the key to work-life balance.

Editorial Review:

Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives.

The Greatest Salesman in the World

Og Mandino

List Price: $14.95 By: Frederick Fell Amazon Marketplace: 34 new & used starting at $2.92

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Customer Reviews:
Total reviews: 162 Average rating: 4.5 of 5

This is a Awesome Book! 5 out of 5 stars.
0 of 0 people found this review helpful.

This is a Awesome Book and I was looking for something exactly like it to read. The book is in excellent condition, and it gave me many of the answers that I was looking for in personal development.

The Greatest Salesman 5 out of 5 stars.
0 of 0 people found this review helpful.

the book was received as promised and in the condition it was stated to be in.

Life Changing Book 5 out of 5 stars.
0 of 0 people found this review helpful.

If you read through the book and follow the path of the ten scrolls your life will become so much better. While the scrolls outline a very basic foundation from which to build success, it is the basics that so many of us seem to neglect. I know, I've been neglecting them a long time.

Reading this book gives me a reassurance in my own personal beliefs on how one should be and act in this world. They may be the 10 scrolls to help you become the greatest salesman in the world but if you take them to heart and make them a part of you no matter what you do...you may become the greatest person in the world.

I highly recommend this book to anyone who is feeling a little confused about how their life is going and wondering if what they are doing is right or not. If you are finding you are getting angry too fast or frustrated too easily and basically just lashing out for no reason, read just the ten scrolls and take them to heart. Reflect on how if you followed what they are saying would this make your life that much better. I know it is working for me, perhaps it can for you too. FIVE STAR READ!

Editorial Review:

Recounts the legend of Hafid, a boy who came to possess ten ancient scrolls which contain the wisdom necessary to achieve all his ambitions.

Covert Persuasion: Psychological Tactics and Tricks to Win the Game

Kevin Hogan, James Speakman

Amazon Price: $15.61 List Price: $22.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 53 new & used starting at $12.56

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Customer Reviews:
Total reviews: 58 Average rating: 4.0 of 5

Editorial Review:

Praise for Covert Persuasion:

"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life

"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers

"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor

"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich

"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century

Stephen E. Heiman, Diane Sanchez

List Price: $15.95 By: Business Plus Amazon Marketplace: 255 new & used starting at $0.01

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Customer Reviews:
Total reviews: 34 Average rating: 4.5 of 5

An excellent read! 5 out of 5 stars.
0 of 0 people found this review helpful.

Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read!

Lee B. Salz... author of Soar Despite Your Dodo Sales Manager

Great B2B Book - It is one of the BEST 5 out of 5 stars.
0 of 0 people found this review helpful.

This book is still one of the best. I recommend it to all the executives and companies I work with in turnarounding sales organizations and sales people who are struggling in the "strategy" of the deal.

It is a GREAT framework for working a complex sale whether you are selling professional services, or a complex, large scale solution.

It is not written and designed for anyone who is selling B2C or selling retail goods. There is no "10 steps to closing the deal" - it's about professional selling.

Best of luck - JosephBMurphy.com

Editorial Review:

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Selling the Invisible: A Field Guide to Modern Marketing

Harry Beckwith

List Price: $15.95 By: Texere Amazon Marketplace: 14 new & used starting at $13.59

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Customer Reviews:
Total reviews: 141 Average rating: 4.5 of 5

Editorial Review:

(NOT FOR SALE IN US AND CANADA) The essential guide to marketing services, that has become a business classic. Many companies who claim to be selling products are really selling services. What used to be a product-driven economy is now replete with services. But unlike products, you can?t touch services, hear or see them. Services are mainly just promises that somebody will do something. They are invisible. So how do you sell, develop and make them grow? This international bestseller, now in paperback, answers that question with insights on how the markets for services work and how customers think and behave towards your offering. When it comes to marketing and selling, the difference between products and services can be enormous. A treasury of bite-sized, practical and intelligent strategies, based upon the author?s extensive experience, Selling the Invisible will open your eyes to new ideas that will enhance the value and profitability of any company in today?s service market. The book begins with the core problem of services marketing: service quality. It then suggests how to learn what you must improve, with examples of what works. It then moves on to services marketing fundamentals: defining what business you really are in and what people really are buying; positioning your service; understanding customers and buying behaviour; and communicating your service.

How I Raised Myself from Failure to Success in Selling (Reward Book)

Frank Bettger

List Price: $9.95 By: Prentice Hall Amazon Marketplace: 25 new & used starting at $0.67

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Customer Reviews:
Total reviews: 81 Average rating: 5.0 of 5

Editorial Review:

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas -- or anything else -- this book is for you.

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on:

• The power of enthusiasm

• How to conquer fear

• The key word for turning a skeptical client into an enthusiastic buyer

• The quickest way to win confidence

• Seven golden rules for closing a sale

How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Cl

List Price: $17.95 By: Macmillan Audio Amazon Marketplace: 7 new & used starting at $17.35

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Total reviews: 67 Average rating: 3.5 of 5

Editorial Review:

Rainmakers make the big bucks. For their companies and for themselves. Here’s how.

The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won’t do, a very particular human being must get involved. Successful rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles—owner, partner, sales representative, CEO, agent, managing director, and fund-raiser.

Author Jeffrey Fox is a rainmaker who knows how to talk about his gift. He pursues revenues and, in his sharp, witty style, takes you along for the ride. This hard-hitting collection of sales and marketing stories is packed with fifty smart, no-nonsense tips that show you how to succeed with any customer.

Fox will explain the Rainmaker’s Credo, why customers don’t care about you, the six killer sales questions, why you should dare to be dumb, and why breakfast meetings bring rain. He’ll help you discover why you should never be “in a meeting,” why earthquakes don’t count, why you should sell on Friday afternoons, and other critical skills. If becoming a rainmaker is your goal—whatever your business—this program is for you.

Marketing Metrics: 50+ Metrics Every Executive Should Master

Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, David J. Reibstein

Amazon Price: $26.39 List Price: $39.99 By: Wharton School Publishing Amazon Marketplace: 34 new & used starting at $24.05

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Customer Reviews:
Total reviews: 27 Average rating: 4.5 of 5

Editorial Review:

"Few marketers recognize the extraordinary range of metrics now available for evaluating their strategies and tactics. In Marketing Metrics, four leading researchers and consultants systematically introduce today's most powerful marketing metrics. The authors show how to use a "dashboard" of metrics to view market dynamics from various perspectives, maximize accuracy, and "triangulate" to optimal solutions. Their comprehensive coverage includes measurements of promotional strategy, advertising, and distribution; customer perceptions; market share; competitors' power; margins and profits; products and portfolios; customer profitability; sales forces and channels; pricing strategies; and more. You'll learn how and when to apply each metric, and understand tradeoffs and nuances that are critical to using them successfully. The authors also demonstrate how to use marketing metrics as leading indicators, identifying crucial new opportunities and challenges. For clarity and simplicity all calculations can be performed by hand, or with basic spreadsheet techniques. In coming years, few marketers will rise to senior executive levels without deep fluency in marketing metrics. This book is the fastest, easiest way to gain that fluency.

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