Business Sales Training

Selling 101: What Every Successful Sales Professional Needs to Know

‘Selling 101′ is an easy to read and understand introduction to sales technique for those new to selling, or a quick review for experienced sales people who need a refresher. The book can be read quickly, but to get the most out of it return to each section and determine how you can apply the principles there to improve your skills

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

The problem with any “how to sell” book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the “tellers” Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer

Sales Training (ASTD Trainer’s Workshop)

Well-trained sales professionals have a big edge over their fly-by-the-seat-of-the-pants competition, so if your job is training them, here’s a tool you will appreciate. Author Jim Makula’s manual for sales trainers demonstrates an accurate, complete understanding of the sales process and the sales professional’s mindset. His training manual comes with sample class agendas, worksheets, training exercises and even an enclosed CD with Power Point slides.

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

I heartily recommend this book for your library. The author’s one-on-one coaching style makes it an easy to read, yet highly informative text. A “must read” for the career sales person, whether you’re the manager looking for help or on the front line of sales working those opportunities. Keith Rosen outlines a framework for successful coaching, including key tips, the “Fatal Mistakes” a coach makes, and how to establish a long term coaching environment.

The Big Book of Sales Games (Big Book Series)

I found this book user-friendly, with sections that cover a variety of topics. There are activities for new sales associates as well as energizers for veterans. I started putting “flags” on pages with ideas that I liked and quickly filled up the side edge of my book.

The 25 Sales Habits of Highly Successful Salespeople

Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.

The Ultimate Sales Training Workshop: A Hands-On Guide for Managers (SellingPower Library)

A very good general book for someone that is entering the selling game.

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them

Sandler’s system is a complete reversal of traditional selling methods. I no longer ‘sell’, rather the prospect buys. No more do I give away all my information or make such long presentations ‘for free’. There is no pressure, no ‘handling objections’, and no think-it-overs. I know that sounds wierd, but it is by far the most ingenious selling system I’ve seen. I will never, ever go back to those traditional selling methods that led me to burn out.

Sales: Games and Activities for Trainers

I do training for an association in which we are members. Although the exercises in this book are for sales people, I have adapted more than a dozen of them to use in various training sessions, from surviving or thriving in our changed economy to direct marketing by snail mail and email. Would recommend this book to anyone who needs visuals to motivate others.

Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere

I have been an astute student of Brian Tracy since 1989. My introduction to Mr Tracy was “The Pyschology of Selling” and “The Phoenix Seminar-Pyschology of Achievement” . His programs have made a powerful impact on my life, in my sales career and in personal relationships as well.