December 3rd 2010
Selling to Anyone Over the Phone. Renee P Walkup & Sandra McKee. 2011. ISBN 9780814414835. This is very up to date and includes some very useful tactics that I have not seen in a selling on the phone book before. The chapter on using the new tools is good because it reinforces what to do and what not to do , which is so needed with the new generation of sales trainees. The Chapter on selling to different cultures is one of the most succinct I have seen and based on my experiences, she has hit the items precisely. There are useful templates throughout. The mark if a good instructor shows in the examples which include the before approach ( weaker) and then the after approach (stronger and simple. They have their own spin on the classic four types of buyer personas , and the models work. I liked how the authors kept relating the approaches to the type of buyer each time as well as adjusting your approach depending on how you look at the world. This is an easy read, very useful and will be a welcome addition to a sales managers tool kit as well as those salesfolks who want to blast through their quota into mega bonus land. Thanks again Amacom for a valued book
- Sales Compensation Resources. (regnordman.com)
- Sell Yourself First. The most critical element in every sales effort. Thomas A. Freese. (regnordman.com)
- Dirty Little Secrets: Why sellers can’t sell and buyers can’t buy, and what you can do about it. Sharon Drew Morgen
- Roadmap to Revenue. How to sell the way your customers want to buy. Kristin Zhivago.
- How to Sell at Margins Higher Than Your Competitors: Winning every sale at full price, rate or fee. Lawrence L. Steinmetz & William T. Brooks
- How To Sell More In Less Time With No Rejection. Using Common Sense Telephone Techniques. Art Sobczak
- Sell Yourself First. The most critical element in every sales effort. Thomas A. Freese.