August 10th 2012
The Accidental Salesperson. 2nd ed.Chris Lytle.2012. ISBN 9780814430866. The first ed. sold 50 000 copies and the 2nd has been updated to include the new tools available. To me the basics never grow old. Very few of us in sales started out intending to be salespeople. We could not go to school to learn how to. We accidentally became salespeople. This is a book for all of us who still want to become all that we can be as salespeople. This is how to be efficient and effective at the same time. I like his focus on the buyer. The author really hits the nail on the head and makes this book eminently readable and usable. The system and process laid out is potent medicine in the hands of an individual salesperson and dynamite in the hands of a sales manager. See www.theaccidentalsalesperson2012. com for more gems and useful bits. This book is great for a 4 hour plane trip (ea way) but plan on being engrossed in it. I am thinking this is the salesbook of the year for me.
- Make Monday Morning Meetings Work (business2community.com)
- Why I Hate CRM Systems for Sales Prospecting (thesaleshunter.com)
- New Salespeople Take FOREVER to Get Up to Speed! (salesarchitects.net)
- Confidence as a Sales Tool (thesaleshunter.com)
- Why Prospects Lie to Sales People and How to Change Their Minds (business2community.com)
- Would You Buy From Yourself? (thesaleshunter.com)
- 25 Toughest Sales Objections. Stephan Schiffman
- Selling to the New Elite. Discover the secret to winning over your wealthiest prospects. Jim Taylor, Stephen Krause & Doug Harrison.
- Negotiating with Backbone. Eight Sales Strategies to Defend Your price and Value. Reed K. Holden.
- The long term sales view. Are you effective as well as efficient? Part 1 of a series
- The Complete Idiot’s Guide to Cold Calling. Keith Rosen