If you only want to focus on the books I’ve give 4 & 5 stars, click over to the best Sales Training Books or if you want the very best, here are the 5 Star Sales Training Books.
Here are links to the other pages – page 2 – page 3 – page 4 – page 5
The full title of this book by Chuck & Evan Polin is
In my review posted on Amazon.co.uk, I gave the book a 3 Stars rating. This means it is Worth Reading.
Here is my book review.
Wide ranging look at marketing and sales of professional services
This book sets out to show that any professional can bring in new clients and it’s not just the province of the mysterious “rainmakers”. [continue reading…]
The full title of this book by John Rosso is
In my review posted on Amazon.co.uk, I gave the book a 5 Stars rating. This means it is Excellent.
Here is my book review.
How to prospect without crushing your soul
Picking up the telephone and calling someone who could/should be interested in what you sell forces you to confront the possibility that person may not be receptive at this time.
This book will help you to do it without crushing your soul. [continue reading…]
The full title of this book by Steve Thompson is
In my review posted on Amazon.co.uk, I gave the book a 4 Stars rating. This means it is Good to Very Good.
Here is my book review.
This presents the value proposition at the time of selling a particular deal to a particular customer
The author advises on deal-making, about 50% of the time selling and 50% buying. This gives him an excellent perspective of what you need to do to understand and communicate value and why our business is the one to choose. [continue reading…]
The full title of this book by Jo DiMisa is
In my review posted on Amazon.co.uk, I gave the book 3 Stars. This means it is worthwhile.
Here is my book review.
I’ve come across fishing as a metaphor for selling a few times. It’s one I think works well and I’ve even used it myself to explain why you need to sub-divide your market to create marketing which is more likely to create enquiries from customers.
It’s easy to understand you need to decide which type of fish you want to catch first before doing whatever is necessary to catch the fish. You have to look in the right place, you have to use the right bait and you need the skills to tempt the fish to bite and then land the fish. [continue reading…]
The full title of this book by Bob Oros is
In my review posted on Amazon.co.uk, I gave it 2 Stars.
Here is my review.
The book starts by talking about the need to have a GPS system to guide you in your business, which starts by making sure you have a clear destination in mind. [continue reading…]
The full title of this book by Bob Oros is
In my review posted on Amazon.co.uk, I gave it 2 Stars.
Here is my review.
This sounds like a book about finding and explaining your USP, the important customer benefit that is only available from your business.
This author is notorious for not sticking to the expected point and it doesn’t take long for him to lose focus and start wandering around the issues involved with personal selling. [continue reading…]
The full title of this book by Julian Moore is
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.
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 my review of
by Antonio Garrido posted on Amazon.co.uk, I gave the book Three Stars. This means it is Worthwhile.
Here is my book review.
As an introvert, it has always seemed obvious to me that you should ask questions during the sales process. After all, I’m happier listening than talking.
Unfortunately the stereotype image of the fast talking sales person is one who charms, persuades and convinces with his or her confidence. It sounds good until you get in the sales process as the buyer and then, most of all, you want to be heard and understood. You want to buy through right product and not be sold something unsuitable. [continue reading…]
The full title of this book by Greg Nanigian is
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.
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…]
The full title of this book by James T. Squire is
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.
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…]
I was a consultant, small business coach and advisor based in Birmingham, with over 35 years business experience, including more than 20 years as self employed.
My main business qualifications are:
– Chartered Accountant
– MBA
– Certified Guerilla Marketing Coach
My main interests are in helping business owners who are stuck get unstuck by thinking more clearly about their issues and possible solutions.
I no longer provide professional business coaching but I will be sharing more ideas on my blog and will continue my popular business book reviews.
I can be contacted by email at Paul@BusinessDevelopmentAdvice.com
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