20Sales Books

TAKEAWAYS FROM THE TOP

Neil Rackham’s

SPIN Selling

1

TAKEAWAY:

“People do not buy from salespeople because they understand their products but because they felt the salesperson understood their

problems.”

Michael Bosworth & Ben Zoldan’s

What Great Salespeople Do

2

“People who tell the stories rule the world.”

TAKEAWAY:

3

Matthew Dixon & Brent Adamson’s

The Challenger Sale

TAKEAWAY:

“Sales professionals who challenged customers thinking and offered new insights or solutions proved to be four times more likely to be a top

performer.”

Michael Bosworth’s

Solution Selling

4

“Shed the high-pressure, ‘always-be-closing’ mindset and align your sales approach with a buyer’s real desires.”

TAKEAWAY:

Rick Page’s

Hope Is Not A Strategy

5

“No longer is being ‘a closer’ the basis of sustainable

success.”

TAKEAWAY:

Jeffrey Gitomer’s

Little Red Book of Selling

6

“If you can’t get in front of the real decision maker, you suck.”

TAKEAWAY:

Jill Konraths’s

Selling To Big Companies

7

“Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately,

indispensable.”

TAKEAWAY:

Dale Carnegie’s

How to Win Friends and Influence People

8

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people

interested in you.”

TAKEAWAY:

Robert Miller and Stephen Heiman’s

The New Strategic Selling

9

“Persistence is an admirable quality, but it won’t get you anywhere unless the people you are persistent with

believe in you and are absolutely convinced that they can trust you.”

TAKEAWAY:

Geoffrey James’

How to Say It: Business to Business Selling

10

“Selling is the heart and soul of the business world.”

TAKEAWAY:

Mahan Khalsa and Randy Illig’s

Let’s Get Real or Let’s Not Play

11

“Helping clients succeed is not a euphemism for sales- it is the

essence of sales.”

TAKEAWAY:

Jill Konrath’s

SNAP Selling

12

“Using clever objection-handling techniques insults your prospect’s

intelligence.

TAKEAWAY:

Aaron Ross’

Predictable Revenue

13

“Making field reps cold call is using highestcost sales resources to perform lowest

cost activities.”

TAKEAWAY:

14

Tom Hopkins’

How to Master the Art of Selling

“No one limits your growth but you. If you want to earn more, learn

more.”

TAKEAWAY:

15

Zig Ziglar’s

The Secrets of Closing the Sale

“Each close you use should be an educational process by which you are able to raise the value

of the product or service in the prospect’s mind.”

TAKEAWAY:

16

Brian Tracy’s

The Psychology of Selling

“The most important rule for selling success is spend more time with better prospects. This rule

contains just six words, but it summarizes your complete strategy to selling.”

TAKEAWAY:

17

Linda Richardson’s

Perfect Selling

The beginning of the call is “your customer’s window into you- your style, your professionalism, your level or

preparedness, who you are- and it gives you a good peek into the customer- if you look.”

TAKEAWAY:

18

Robert Cialdini’s

Influence: The Psychology of Persuasion

“A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People

simply like to have reasons for what they do.”

TAKEAWAY:

19

Og Mandino’s

The Greatest Salesman in the World

“Only a habit can subdue another habit.”

TAKEAWAY:

Jeff Thull’s

Mastering the Complex Sale

20

“A smarter way to sell should transform the conventional sales pitch that customers must

endure into a high quality decision-making process that customers value.”

TAKEAWAY:

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taste!

Sincerely, SalesLoft.

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