Category Archives: Top Sales Lists
Sales is a serious and often quite stressful job, so my first tip for those of you who are in sales or are wanting to go into sales is to not take things too seriously. I’ve seen so many sales professionals ‘throw in the towel’ because they let the pressures of what a sales person’s responsibilities are get the better of them. If you’re a sales professional who operates in a market that is competitive, complex and continually changing (which is pretty much every market these days), then you have to be prepared to take some pretty hard knocks, dust yourself off and go at it again. I experienced a sales process that went on for 12 months, only to see it fall in a heap at the very last step. Yes, for a couple of weeks after I was wondering the streets aimlessly cursing how much effort was put in to it to and reenacting the moment when everything just disappeared in a puff of smoke, but there came a time when I had to accept what happened, what I had learnt and move on.
After all, it wasn’t as though I had lost the love of my life (pretty close though…)
This post has been a while in the making. Mainly because it was so hard to cull a list down to just 10 books, because there are literally hundreds of sales books that offer great advice on how to become a better sales professional. Certainly some books offer more than others, although my hope is that this list includes those books that are loaded with tangible tips, techniques and strategies that will take your sales to the next level.
I also wanted to make a note that some of these books aren’t directly related to sales (meaning they don’t directly tell you how to ask particular sales questions). There are a few books on general communication & mindset. Two qualities that, if you want to be an expert sales professional, you must learn to master.
So please enjoy! I hope you get as much out of these books as I have. They all definitely sit on the Top Shelf in my office.
I mentioned in my previous post that if your sales team ask better questions, you will get better answers = better information = better proposals/presentations = better closing. Therefore I thought I’d share some of my top questions I ask my prospective clients and key accounts. Read the rest of this entry