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Good sales books?


Spaceman Spiff

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I've been thinking about picking up a sales book lately.  I usually am not interested in them but some of the guys I work with (recruiters) talk about them, so I feel like I should pick one up and try to learn something.

 

Any suggestions?  I feel like half these books are just hype.  

 

This one did catch my eye:  http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854/ref=sr_1_1/186-6019023-6593418?ie=UTF8&qid=1410382629&sr=8-1&keywords=how+to+pitch+anything

 

 

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 I don't want to sell anything, buy anything, or process anything as a career. I don't want to sell anything bought or processed, or buy anything sold or processed, or process anything sold, bought, or processed, or repair anything sold, bought, or processed. You know, as a career, I don't want to do that. /Dobler

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IMO, the sales books with useful content take general principles and apply them to describe an overall methodology for understanding buyer behavior & needs and matching them with your product/service capabilities ... SPIN, Sandler, Miller Heiman, Solution Selling etc.

 

http://www.amazon.com/Solution-Selling-Creating-Difficult-Markets/dp/0786303158/ - a very influential book/sales methodology used in high tech since the early 90s

 

http://www.amazon.com/New-Strategic-Selling-Successful-Companies/dp/044669519X/ - more recent from Miller Heimann

 

http://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757/ - a good book on negotiation

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People buy you, not what you are selling.

True to an extent, but maybe a bit misleading and depends on exactly what it is you are selling

Selling products to customers in a retail setting for lack of a better word... I.e. car sales, realty, retail, etc., I think charisma and technique count quite a bit

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  • 2 weeks later...

 

 

That's hilarious. Jump to Objections and Responses on page 272 for examples of how not to sell in a professional environment, and probably get punched in the throat. Or just lose your watch.  :D

 

To be fair there are good ideas in there, but some of it is corny, unprofessional ****.

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