Here’s one of the books I recommend often to people who sell. It’s called “The 25 Sales Skills They Don’t Teach at Business School”, by Stephan Schiffman.
This is what I call a “quick tip book”. It’s small and organized in a format that makes it easy to pull out some quick tips whenever you have a spare moment.
In the book Schiffman shares a lot of tips that have helped him over the years, for example:
*Never dress “business casual” when you meet with a prospect.
*Ask prospects “do-based” questions that focus on what they’re trying to accomplish.
*Don’t present too early.
*Avoid “product dumps” and “slapshot selling”.
The chapters are short and to the point. Each one starts with a common question or challenge most of us have faced, like:
*How do I reach the real decision maker?
*How can I tell who is really interested in working with me?
*How can I increase the average value per account within my base of customers?
*What’s the best closing technique?
The he goes on to quickly explain how you can overcome the challenge.
You can buy it at the usual places: Borders, Barnes & Noble and Amazon.com.
If you sell or if you work with salespeople this book ir worth the price ($6.95) and the time.