Whats the best Sales/negotiating/prospecting books that you put to practical use?
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Huge Chris Voss fan here. I think a lot of the WR are fans too.
Fanatical prospecting by Jeb Blount. Another one is Never split the difference by Chris Voss. While the second book isn't a sales book per se, it offers valuable tips on how to negotiate based on how the author dealt with hostage negotiations during his career.
Never split the difference is what im reading at the moment! Some super valuable insights on negotiation from Chris Voss!
Fanatical prospecting i have not heard of before... thanks for the suggestion!
Fanatical prospecting i have not heard of before... thanks for the suggestion!
Voss has a Master Class, that, at least for me, is a little more of an engaging experience than the book.
Jeb Blount is a fraud
I’ve heard fanatical prospecting is good. It’s on my list. Also read never split the difference- good read.
'The Speed of Trust'
'How to Win Friends and Influence People'
'Solution Selling'
Also, a great book to better understand how processes work, which is not directly a sales book but is invaluable for anyone selling complex solutions and professional services / consulting services is 'The Goal'
'How to Win Friends and Influence People'
'Solution Selling'
Also, a great book to better understand how processes work, which is not directly a sales book but is invaluable for anyone selling complex solutions and professional services / consulting services is 'The Goal'
These have been added to the list... your last suggestion definitely drew my attention. Who's the author?
Eli Goldratt.
It's like the foundational book for any kind of operational planning / Supply Chain thinking. But it applies very well to almost any corporate process. It introduces the concept of sequencing and managing bottlenecks within a process. As well as inventory management / buffering, etc.. It can easily apply to digital or human resources as much as physical components.
It's like the foundational book for any kind of operational planning / Supply Chain thinking. But it applies very well to almost any corporate process. It introduces the concept of sequencing and managing bottlenecks within a process. As well as inventory management / buffering, etc.. It can easily apply to digital or human resources as much as physical components.
ohhh gonna check this out!
Chris Voss.
I enjoy "Never Split the Difference" but sometimes I feel like negotiating like an FBI agent is overkill. I mean, is what we do really that serious?
For what I do, it is.
I mean, it's quite literally life and death and the mafia so........
I mean, it's quite literally life and death and the mafia so........
you sell mattresses
Yes. I have a heart attack on the line at least once a day and organs on ice. Or so you would think by the pressssssure 😓
Challenger Sale
New Sales Simplified is a pretty good one
The Perfect Close by James Muir is a solid one.
Fierce Conversations.
How to Win Friends and Influence People.
I tend to get a lot of backlash for this because this isn't really a sales book but it really drills down on a point that a lot of salespeople tend to forget.
Listen first. Don't make them feel bad. Solve the problems they have first then pitch the rest.
I tend to get a lot of backlash for this because this isn't really a sales book but it really drills down on a point that a lot of salespeople tend to forget.
Listen first. Don't make them feel bad. Solve the problems they have first then pitch the rest.
The Sales Development Playbook by Trish Bertuzzi. I started reading this as a SDR team lead and it helped me in every facet of my work. It was also the framework for each SDR team I've trained since.
predictive revenue by aaron ross
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