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Best Sales Training Books

Paul Simister is a business coach who helps business owners who are stuck, get unstuck. If your business is based in the UK, you can have a free Business SOS consultation with me to help you get unstuck.

The James Bond Cold Reading by Julian Moore

The full title of this book by Julian Moore is

The James Bond Cold Reading: A Re-Imagining Of The Classic Reading.

In my review posted on Amazon.co.uk, I gave the book a Four Stars rating. This means it is Good and Well Worth Reading.

Here is my book review.

A clever idea

The idea of using a short James Bond plot to help you cold read is very clever, as are the underlying,12 classic lines.

Inevitably it will still take effort to learn them and even more to practice using them in a love situation. [continue reading…]

in Best Business Books

Why People Buy by Greg Nanigian

The full title of this book by Greg Nanigian is

Why People Buy: The Real Reason Features and Benefits Selling Doesn’t Work“.

It is a detailed look at the Sandler Selling System’s pain step.

In my review at Amazon.co.uk, I gave it a FOUR star rating, meaning I consider it to be good to very good.

Here is what I posted.

More details of the Sandler Pain Step

I find the Sandler Selling System appealing in many ways although I’ve seen it used to bail out of potential relationships too early and recognise that it can be used to manipulate buyers or to give the appearance they are being manipulated.

This book provides a detailed look at the pain step, used to uncover emotionally powerful reasons for the buyer to buy. It also explains where pain lies in the “Sandler Submarine” so that you have a brief understanding of the entire system. [continue reading…]

in Best Business Books

Get Them Buying by James Squire

The full title of this book by James T. Squire is

Get Them Buying: The Secrets to Not Competing on Price“.

In my review at Amazon.co.uk, I have given it a four star rating meaning that I rate it as good to very good.

Here is what I posted.

A wide ranging book that helps you sell without reducing prices

At its heart, this is a book about selling but it takes a wide ranging view of the issues. This is NOT a traditional sales book that will teach you how to handle objections and manipulate or pressurise buyers to close the sales.

Included in the book are: [continue reading…]

in Best Business Books

The full title of this book by Amitav Chakravarti and Manoj Thomas is

Why People (Don’t) Buy: The Go and Stop Signals“.

In my review at Amazon.co.uk, I rated it as a FOUR stars book, meaning it is good to very good.

This is what I wrote.

Fascinating but quite academic

In my business coaching, I sometimes talk about the Buy or Don’t Buy Scales where buyers weigh the reasons to buy against the reasons not to buy consciously or subconsciously.

This book takes the same principles in terms of buying go and stop signals but adds more more meat to my simple analogy. [continue reading…]

in Best Business Books

Pitch Anything by Oren Klaff

The full title of this book by Oren Klaff is

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal“.

In my review at Amazon.co.uk, I gave it a rating of Four Stars. This means I think it is good.

Here is my book review.

A fascinating approach to making a pitch about your business

A psychologist turned marketer recommended this book to me because of the way it links marketing back to the way our brains work and I read it with interest.

The author raises finance from investors and institutions by pitching a business idea. The suggestion is that the method can be transferred over to B2B and B2C sales with great success but I’m not convinced. That may be because I have a built-in bias against pitch selling, preferring a much more consultative sales approach to trying to understand what the customer needs. Some of the ideas can be incorporated into a sales presentation with good effect and without being obviously manipulative. [continue reading…]

in Best Business Books

The Cash Machine by Richard Klapholz

The full title of this book by Richard Klapholz is

The Cash Machine: Using the Theory of Constraints for Sales Management“.

In my review at Amazon.co.uk, I gave the book a Four Stars rating. This means I think it’s good.

Here is my book review.

Explains the idea of using constraints to improve the sales process and increase sales revenue.

This is a business novel which explains how the Theory of Constraints (TOC) can be used to find ways to increase sales revenue.

It is set in a large ($700 million turnover) digital imaging company which has a seen sales revenues reverse, from growing progressively they have dropped for the last three quarters. The hero has a job swap, from vice president of marketing to the hot seat, VP for sales. Fortunately he had agreed to be open-minded and consider TOC after it had been used effectively elsewhere in the business. [continue reading…]

in Best Business Books

The full title of this book by Lawrence Steinmetz and William Brooks is

How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee“.

In my review at Amazon.co.uk, I gave the book a rating of FIVE stars. This means I think it is excellent.

Here is my book review.

Packed with great tips and advice on how to withstand pricing pressure from buyers

The content in this book is fantastic for anyone in business who comes under pricing pressure, either directly from customers or from sales people who have limited selling skills beyond offering discounts.

I tell my coaching clients that price is where your strategy hits the road and is truly tested. To increase sales, you need to offer better value than competitors but it’s so much nicer when those customers believe your product or service is worth more. [continue reading…]

in 5 – Lead Conversion, Best Business Books

Triggers by Joseph Sugarman – 5 Stars

The full title of this classic book by Joe Sugarman is

Triggers: How to Use the Psychological Triggers of Selling to Motivate, Persuade & Influence“.

In my review posted on Amazon.co.uk, I rated the book as Five Stars. This means I think it is Excellent and is Very Highly Recommended. I don’t give many Five Star Ratings.

It explains the 30 psychological factors that help the customer to buy

Triggers is a terrific book by Joe Sugarman, one of the leading direct marketers in the world who has used these factors over many years to make a fortune in direct response mail order advertising.

In fact I wish that I had read it years ago. The book is beautifully written with each chapter focused on one psychological trigger with explanations of how the factor can be used in copywriting/print and in a direct, face-to-face selling environment. [continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion, Best Business Books

Be a Sales Superstar by Brian Tracy

The full title of this book by Brian Tracy is

Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets“.

In my review posted at Amazon.co.uk, I rate the book at the Four Stars level. This means I think it is Good.

Here is my book review.

If you’ve never read a book about selling, this is a good place to start.

The author believes that most salespeople have never been professionally trained and that 95% can increase their sales (benefiting themselves and their employees) through additional knowledge and skill.

There are several key principles.

1 – Small differences in ability can make a big difference in performance.
2 – We are often held back by our weakest skill set.

[continue reading…]

in Best Business Books

Sales On A Beermat by Mike Southan and Chris West

When I reviewed

Sales On A Beermat by Mike Southan and Chris West

on Amazon.co.uk I gave it a rating of Four Stars. This means I think it is Good and Well Worth Reading.

Here is my review.

A British approach to consultative selling aimed at helping the customer to buy

The popular Beermat Entrepreneur book has been followed up by this one with the key message of:

Be Liked. Qualify. Close. [continue reading…]

in Best Business Books