|
Ranging in price from $5.00 (used) to $9.99 (e-reader) to $17.99 (hardcover), books represent a highly cost-effective vehicle for those managing sales reps to:
- Introduce new ideas
- Revisit best practices
- Initiate conversations
- Promote brainstorming
with your sales staff. Get ready for the fall by selecting a book and reading it as a group. Here are a few recommendations.
"SNAP Selling" by Jill Konrath
Customers doing more with less represent the new normal. Sales reps need to speed up the sales process and get the customer's attention. Jill Konrath clearly spells out the hows and the whys through the SNAP process:
- Keep It Simple: Make things easy and clear for your customers.
- Be iNvaluable: Stand out by being the person your customers can't live without.
- Always Align: Make sure you're in sync with your customers' objectives, issues, and needs.
- Raise Priorities: Keep the most important decisions at the forefront of their mind.
Help your reps get themselves and their customers and prospects focused on completing the sale.
"Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling" by Art Sobczak
Many sales reps dread making cold calls. Few find real and consistent success achieving their revenue goals without the ability to do so.
Sobczak provides specific advice and guidance on how to:
- Research potential clients prior to placing a call
- Craft an organized attention grabbing introduction
- Encourage prospects to take action
Given the right tools and guidance, most reps will excel at this sometimes elusive skill.
"Perfect Selling" by Linda Richardson
Despite the technological advancements available to us all, sales hasn't change that much. Great reps must still possess the ability to:
- CONNECT with customer immediately
- EXPLORE customer needs thoroughly and quickly
- LEVERAGE solutions persuasively
- RESOLVE customer's questions and objections confidently
- ACT when the time is right
A strong review for veterans and a great primer for those new to the profession, this is a book for the whole sales staff.
Whenever I provide a sales team with a book to read they thank me for:·
- Bringing them back to the basics
- Reminding them of something they used to say or do that proved successful in the past
- Re-motivating them with a new idea or concept
Have a great summer!
| 
