The following books are recommended if you are taking on sale training courses.
1. The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman.
A clear and legible book containing the skills required to become a successful sales person. It is very basic for those beginning a career in sales.
2. Sales Training ASTD Trainers Workshop by Jim Mikula
A step by step guide on the essential sales principles. This book will tell you what you need to say, when you need to say it, and how to act in order to close a sale.
3. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives: By Keith Ronsen.
One of the best guides on executive sales coaching, teaching you how to get the best out of your team, and develop their skills to enhance productivity. It also teaches you how to develop your own skills as an executive sales coach.
4. Selling 101: What Every Successful Sales Professional Needs to Know by Zig Ziglar.
A book describing the most effective persuasion techniques, it is not just a book about sales; you will also learn techniques to enhance the quality of your life.
5. The Big Book of Sales : Quick, Fun Activities for Improving Selling Skills or Livening Up a Sales Meeting by Peggy Carlaw and Vasudha Deming.
A book of activities and games to assist in motivating sales people, and to reinforce the key principles of sales.
6. The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve by Chris Lytle.
The author discusses how he got into sales by accident, and how it is not a profession that you choose, sales chooses you. He provides detailed techniques on how to excel in a sales career.
7. Sales Training Handbook by Jeffrey L. Magee.
Offering sales training skills from beginners to advanced, the handbook provides the user with a comprehensive guide on how to effectively train your sales team.
8. Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Linda Richardson.
The book focuses on all aspects of face to face selling from introduction through to the close of a sale.
9. The Ultimate Sales Training Workshop: A Hands-On Guide for Managers (SellingPower Library) by Gerhard Gschwandtner.
Provides managers with a step by step guide on how to set up and run a sales training workshop.
10. Masters of Sales by Ivan Misner.
A book detailing the techniques used by the most successful sales people.
2 Responses
where are the evidence based psychology books?
you’re really not inclusing the worlds foremost expert in persuasion and the 4th most cited psychologist in the world?
http://www.amazon.co.uk/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ref=sr_1_sc_1?ie=UTF8&qid=1325856003&sr=8-1-spell
or Cass and Sunstein’s famous Nudges book
http://www.amazon.co.uk/Nudge-Improving-Decisions-Health-Happiness/dp/0141040017/ref=sr_1_1?s=books&ie=UTF8&qid=1325856062&sr=1-1
or the behavioural economists?
http://www.amazon.co.uk/Thinking-Fast-Slow-Daniel-Kahneman/dp/1846140552/ref=sr_1_1?s=books&ie=UTF8&qid=1325856122&sr=1-1
Where to purchase?
Any recommendations on where to purchase these books, I have just searched ‘book depository’ for Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives: By Keith Ronsen with no joy.