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Recommended Resources: Sales Secrets for successful selling

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Books

The Challenger Sale

The Challenger Sale

Matthew Dixon

Taking control of the customer conversation

Deep Work

Deep Work

Cal Newport

Rules for success in a distracted world

Everybody Lies

Everybody Lies

Seth Stephens-Davidowitz

Big data, new data and what the internet can tell us about who we really are

Gap Selling

Gap Selling

Keenan

Getting the customer to yes – How problem-centric selling increases sales

How I raised myself

How I Raised Myself from Failure to Success in Selling

Frank Bettger

Selling secrets from one of the highest paid salesmen in America

How to win friends

How to Win Friends and Influence People

Dale Carnegie

The only book you need to lead you to success

Influence

Influence

Robert B. Cialdini

The psychology of persuasion

Never Split the Difference

Never Split the Difference

Chris Voss

Negotiating as if your life depended on it

New Sales Simplified

New Sales. Simplified

Mike Weinberg

The essential handbook for prospecting and new business development

Pitch Anything

Pitch Anything

Oren Klaff

An innovative method for presenting, persuading, and winning the deal

The Sales Plan

The Sales Plan

Carlos Horner

The definitive five-step guide to selling. Generate leads, win new customers, grow accounts

Secrets of Closing the Sale

Secrets of Closing the Sale

Zig Ziglar

For anyone who must get others to say yes!

To Sell is Human

To Sell is Human

Daniel H. Pink

The surprising truth about moving others

Your First 100

Your First 100

Meera Kothand

How to get your first 100 repeat customers buying your digital products


Return to Library index


This post is one of a series of articles published in support of Splento’s Ready for Work (R4W) programme. This was initially a successful four-week programme run in July 2020.

As of September 2020, R4W v2.0 – a six-month full training and work experience programme – has been created and submitted to the UK DWP for approval to be a part of the UK Government Kickstart Scheme. Further announcements will follow once approval has been granted. For more details, read The ultimate guide to the UK Kickstart Scheme.


FAQ

1. What is the main idea behind “The Challenger Sale” by Matthew Dixon? “The Challenger Sale” emphasizes that successful salespeople challenge their customers’ thinking. By taking control of the conversation, they offer valuable insights and drive the customer toward a solution that favors their product or service.

2. How can “Deep Work” by Cal Newport benefit sales professionals? “Deep Work” teaches the importance of focused, undistracted work. For sales professionals, this means improving productivity and effectiveness by dedicating time to strategic tasks, such as understanding client needs and developing tailored sales pitches.

3. What makes “How to Win Friends and Influence People” by Dale Carnegie a timeless resource for sales? Dale Carnegie’s classic provides essential principles for building strong relationships and influencing others positively. These skills are crucial in sales, where trust and rapport with clients can significantly impact success.

4. Are there any specific strategies from “The Challenger Sale” that can be applied immediately? Yes, the book suggests focusing on teaching customers something new and valuable, tailoring sales pitches to specific customer needs, and taking control of the sale by guiding the customer through the decision-making process.

5. How does “Deep Work” suggest managing distractions in a sales environment? Cal Newport advocates for setting specific periods for deep work, minimizing interruptions, and creating a work environment that supports intense focus. Sales professionals can use these techniques to enhance their strategic planning and client interactions.

6. Can “How to Win Friends and Influence People” help with customer retention? Absolutely. The book’s principles, such as showing genuine interest in others, listening actively, and offering sincere appreciation, are fundamental for building long-term customer relationships and ensuring repeat business.

7. What are the key takeaways from these books for improving sales performance? These books collectively highlight the importance of understanding and influencing customer behavior, maintaining focused and productive work habits, and building strong, trust-based relationships. Implementing these principles can lead to more effective sales strategies and better results.


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