Spin sales by Neal Rackham; SPIN selling's technique focuses on a core foundation: sales reps asking pointed questions at an appropriate time. If used correctly, the SPIN method can highlight common themes and problems a customer is having, enabling your sales reps to position your product as a viable solution. One of the key ideas here is that pushy sales works for low stress, low impact items like a cable subscription or even a car in some places, but pushy sales has the opposite effect when going for long term relationships, like Wholesale accounts or Influencer relationships. These sales can take months and are built on deep understanding and trust.
Coaching Sales blog by Mike Mark; This man has the highest Net Promoter Score in the sales recruiting industry. He's not the biggest, which is a good thing for service, yet he's the most profitable with the best reviews. He will not book sales people unless you have 10 appointments a week and are closing 20% of those sales (2 a week) on your own without his help. Sales people get burnt out otherwise. Here's a list of all his free resources. Free Resources To Build 7-Figure Sales Teams (coachingsales.com)
Expert Secrets by Russell Brunson; In Expert Secrets, Russell Brunson helps marketers master the art of converting online visitors into lifelong customers. As you become an expert, you'll find yourself moving away from just selling a product or service, to creating offers, and finally to leading a movement. He largely talks to coaches and other info sellers, but for the physical sellers reading this, have no fear. It's just time to imbue a little magic into your products. This book will take you step by step into how to sell the magic through emotion and breaking limiting beliefs. It's a great tome for overcoming your own mental weaknesses, as well as an emotional journey for helping your customers do the same.
Never Split The Difference by Chris Voss. The author, a former FBI negotiator, teaches that compromising or “splitting the difference” is always a bad idea and should be avoided at all costs. Everyone has thoughts they won't share or maybe aren't aware of, so if they ask for something, you can't be sure that's what they actually want. Think of King Solomon - splitting the baby was actually a terrible idea. This book comes with a one page negotiator summary, which is my go to tool EVERY TIME I have a pitch. Every time. It's actually simple enough to memorize, so I just throw the 4 questions in my journal with specific meeting notes to keep me on track. Absolute game changer of a technique that builds on the sequence outlined in SPIN Sales
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