15 best books on sales techniques
The books that we presented in the ranking have helped many sales professionals to significantly improve the level of skill and increase their own effectiveness. In this literature, a maximum of useful practice is concentrated, which can be immediately introduced into the work, the result will not take long.
Ranking of the best books on sales techniques
SPIN Sales, Neal Reckham
Rating: 4.9
The first book in the rating, which has become the bestseller of business literature, “SPIN-sales” by the outstanding marketer Neil Rekhem. The author has been researching marketing problems and their solutions all his life, has received the status of a high-profile specialist and advises well-known corporations to improve the success of their activities. The approach of such a master cannot be superficial: it shows how different the techniques of making large-scale and small transactions are, how similar they are, and answers the main question of marketers: how to improve the merchantability of goods at different levels, how little things influence success. Submitted to the reader materials - own experience and analysis of the work of Neil Rekhema.
The book is focused on improving the skills and effectiveness of sales managers and managers at various levels. The material was reprinted and supplemented more than 10 times, translated into different languages of the world and successfully implemented throughout the world.
“By selling the invisible. Guide to modern marketing services ", Harry Beckwith
Rating: 4.8
The winner of the Effie Award, established by the American Marketing Association, Harry Beckwith, who worked as the head of the largest advertising agencies and showed high performance, became the author of a unique book “Selling the Invisible. Guide to modern marketing services, which not only teaches to sell, but also changes the minds of marketers and sales managers. The material is based on 25 years of experience, it contains juicy extracts of techniques that the author has mastered and introduced them into the activities of corporations.
The book is written in small blocks, paragraphs, useful material is provided through the description of real practical examples from the activities of large companies on the example of Federal Express, Citicorp, the author presents cases from the practice of small companies, shows the difference between the processes and explains its essence. Information is easy to implement in real work - the proposed techniques are clear, simple, and very effective and useful, it seems, as the experts themselves have not thought of it before?
Harry Beckwith's book “Selling the Invisible. The Guide to Modern Service Marketing is actively used by professors in relevant faculties in Russia and Europe, and is suitable for improving the work of specialists in the field of strategic marketing and sales of services and goods.
“45 tattoos sold. Rules for those who sell and manage sales ", Maxim Batyrev (Combat)
Rating: 4.8
The following book on sales techniques was written by our compatriot Maxim Bogatyrev, nicknamed “Combat”, a well-known marketer, speaker of major business communities and conferences, who gained knowledge and practical experience, independently going from a manager to a board member of a consulting company.
The basis of the book is invaluable practical experience of Combat, real deals and ways to them. The key events in the career - these are the very “tattoos”, the lessons that Bogatyryov learned, now they are shared with readers - managers, managers at various levels.
Sellers who have achieved success in business, do not hesitate to speak Russian the name of their profession and proudly bear the title of "sold." The author, showing practical experience of such people, teaches the rest of his colleagues to be proud of their work, because it is the only way to reach heights in negotiations, management and in general work with a client of any size. The book "45 tattoos sold" worthy of becoming a desktop - each lesson can be a hint in a certain situation that arises daily in the work of managers and vendors. Using the recommendations and introducing the experience of the author, any salesperson can become an expert, this is noted by practitioners who have studied the proposed material. Another important idea that Maxim Bogatyryov conveys is that any salesman’s development is not without stress, and this is normal. You need to learn from mistakes, make them and become stronger, improving the techniques of working with refusals, objections, recurring depression, inadequate customer behavior, etc. “Negotiations,” Brian Tracy
The world-famous Canadian psychologist and business coach Brian Tracy in 2013 published the book Negotiations, which was used by marketing and negotiation specialists around the world, the material was translated into 40 languages and reprinted more than once.
The value of the book in its simplicity - the author offers universal rules based on basic and subtle psychological techniques that will help to win in the negotiations of any level and complexity. Moreover, the proposed recommendations will help to successfully conduct dialogues in any area of life. Let's pay attention: as you read, constant training and observation of the opponent's behavior are necessary - only in such a process useful skills are acquired.
There is no doubt about the effectiveness of the book - different coaches and business coaches use it to build their programs, Brian Tracy himself shares this knowledge with specialists from corporations such as Coca-Cola, Johnson & Johnson, and others.
I hear you through. Effective Negotiation Technique, Mark Goulston
Rating: 4.7
The author of the book “I hear you through. Effective Negotiation Technique Mark Gouleston is a professional psychiatrist and an efficient negotiation trainer, working with FBI negotiators. For many years he has been developing in practice techniques of conducting dialogues with clients of different levels, incorporating knowledge of psychology - they help to guess what his opponent is thinking, allow him to foresee the reaction and make the move first.The behavioral tactics proposed in the book help to learn how to communicate not only with the target audience of the company, but also with the boss, colleagues and subordinates, even with family members in a constructive way. From this knowledge depends on the success of the career of almost any employee, the ability to fulfill the set of desires.
The book “I hear you through” contains a lot of information about how to work with clients in a positive way: “break through the wall”, get a positive answer, persuade something to do. One of the secrets of the case - the ability to listen and hear the interlocutor. Not a new postulate, unveiled in a new way.
The book is recommended for study by businessmen and personnel officers who regularly participate in negotiations.
“Negotiations without defeat. Harvard Method, Roger Fisher, William Urey, Bruce Patton
Rating: 4.7
Experts from Harvard Negotiation Project R. Fisher, W. Urey and B. Patton in the book Negotiations without defeat. Harvard Method ”reveals such complex topics as maintaining constructive dialogues with clients in different environments: work with objections, illogical behavior of an opponent, conflict situations that arise. No less valuable is the experience of the authors on the protection of customer manipulation. The methods proposed by the experts are simple and clear, effective in conducting principle negotiations for finding mutually beneficial solutions with the interlocutor and solving common problems, bypassing the position of the attack.
The book will be useful to all professionals working in the field of communications and negotiations. It is used by word masters all over the world, the text is translated into 18 languages and published in more than 2 million copies. Interestingly, the publication of the book Negotiations without defeat. Harvard Method ”began active work on the study of the dialogue process and conflict management.
“No thanks, I'm just looking,” Harry J. Friedman
Rating: 4.7
The familiar and so annoying “No, thank you, I just look” is a “red rag” for any seller, because a non-purchase customer is a waste of the marketing specialists and the rest of the team promoting products and services. Harry Friedman came to grips with the issue of transforming a passing visitor into a client; he teaches to sell any goods unobtrusively, but interestingly and effectively.
The methods proposed by the author allow, with humor and ease from a potential buyer, to make a real consumer of services and goods in retail, using humor and basic feelings of understanding a person’s problem and belonging to his life. Introducing the recommendations of Friedman into practice, one can not only sell the main product, taking into account the buyer's need, but also offer an additional one - the person will not definitely refuse and will be sure of the need for a deal. Using methods of communication, you can not only achieve success in sales, but also move up the career ladder.
"How to sell anything to anyone," Joe Girard, Stanley H. Brown, Simon J. Brown
Rating: 4.6
The title of the book speaks for itself - everyone, even an inexperienced salesman or novice manager, will understand from this literature how to sell goods and services without much effort.
Why is the book worth seeing? It contains the practical experience of the author Joe Jirar, the greatest trader of cars listed in the Guinness Book of Records - for a fifteen-year career he managed to realize 3,001 cars, in terms of about 2,000 cars per year or 5-6 units per day! This result was possible thanks to the five author's sophisticated techniques of customer management from viewing the product to the purchase. The authors offer interesting ways to manage transactions, reveal interesting methods for finding out the necessary information about the buyer and his needs, which guarantee subsequent sales.
Joe Jirar and his colleagues assure that if a car dealer was able to introduce sales techniques into work and earned a fortune on this, any reader will be able to repeat: “Traders are not born, but become. If I did it, you too. I guarantee you.
The book is recommended for review to all those involved in any kind of direct sales in hot and cold circle: managers, sales representatives, consultants and their managers.
“Psychology of consent. The revolutionary method of prejudice ", Robert Cialdini
Rating: 4.6
The next in the rating book is “Psychology of consent. The revolutionary method of pre-conviction ”is a textbook for employees of any organization: the author suggests using pre-conviction to achieve an opponent's agreement even before the start of negotiations. The method outlined in the book is called revolutionary and virtually trouble-free, and, as real practice shows, using it, you can get a raise or increase in salary, enlist the support of partners to develop a risky project, cause the client to purchase an expensive service or product without pressure, to avoid rejection and disputes in the business dialogue, in the family to persuade the household to spend time as you want.
The method of Robert Cialdini, the leader of world social psychology, is interesting in its versatility and ease of development, but before it works flawlessly, it will have to be trained. The book presents the long-term experience of successful sellers of the largest world corporations on the example of 117 real-life situations, provides 7 methods of persuasion and inspiration of the interlocutor.
“Call master. How to explain, convince, sell on the phone ", Evgeny Zhigiliy
Rating: 4.5
Presented in the rating book “Call Master. How to explain, persuade, sell by phone ”is required for reading to all salespeople who work with clients remotely. Such contacts are complicated by the absence of visual and tactile communication; therefore, a potential buyer must be hooked more skillfully than in person. The secret of the success of telephone conversations is a specially built system of dialogue, suitable for hot and cold, incoming and outgoing calls. The book also discusses ways to work with objections and disagreement of an opponent, Yevgeny Zhiglinsky gives examples of hundreds of tactics for building a productive conversation - they can be used as a script at work.
We recommend making the book a desktop for such specialists as remote sellers, managers of various levels, including experienced craftsmen.
“Hard sales. Get people to buy under any circumstances, ”Dan Kennedy
Rating: 4.5
For those salespeople and managers who cannot believe in themselves, the book “Hard sales. Get people to buy under any circumstances. ”Dan Kennedy will be the starting point for a new professional life. The material changes the mindset of managers and heads of sales departments: the pages contain only hard extracts from the practices of leading businessmen of global corporations.
Aggressive negotiation tactics for the conclusion of lucrative deals, according to psychologist Dan Kennedy, are the best way to promote goods and services without waiting for the customer to give the seller a tough response. Purposeful persuasion, progressiveness and insight, the ability to foresee the development of a business conversation are qualities that an effective salesperson, manager and head of a department should possess. Methods in the implementation of the practice will help to get loyal customers and continue to avoid their failure.
The book is written in hard language without further digressions, examples of successful businessmen are given, and other teaching works and courses of the author are partially presented. The usual textbook "Hard sales" does not look like - there are no deviations and abstruse terms, so reading may be difficult. No motivational appeals, the book is written thesis, dry and practical.The material will be useful to professional managers and sellers.
“Building a sales department. From "zero" to maximum results ", Konstantin Baksht
Rating: 4.5
The book "Building a sales department. From "zero" to maximum results "saw the light in 2005, since then it has not lost its relevance, it is only supplemented and reprinted. At the core is the successful experience of the sales departments of 40 different companies across the country and the Near Abroad, including the author’s own firm.
Konstantin Baksht was engaged in the development of a strategy for creating a non-ideal, but effective sales department, introducing various technologies for organizing workflow and training personnel. It is no secret: the experience was both successful, leading companies to large profits, and failures — some tactics only led to the reset of capital and the closure of companies.
In the book, the author describes the practical experience that can be adopted by the heads of sales departments, but as a textbook it should not be used - the information should be analyzed and taken into account, it is a way not to stand on the "rake" that hit Konstantin Baksht’s company’s forehead. He describes the possible risks, some effective tactics of conducting transactions and group work.
“Sell or sell you,” Grant Cardon
Rating: 4.4
The main idea of the author of the book “Sell or sell you” is the need to master the technique of persuading buyers. Grant Cardon offers simple practical techniques to guide customers from the emergence of ideas to the acquisition of goods and services of the seller. The presented techniques are suitable for use in everyday and business life: to convince friends and relatives to spend time in a certain way, to get support from sponsors and investors for the development of the project, the equipment will even help convince the loan officer at the bank to issue you a loan, and agree with the child about successful studies school or university.
In addition to sales techniques, the author presents simple ways to learn interesting communication, and people who are unsure of themselves will learn to defend their own point of view and not be afraid to argue with stubborn opponents.
According to the author, after reading the book "Sell or sell you," every manager or seller can succeed in work and everyday life, making it bright.
“How I sold Viagra. The true story of the blue pill that the whole world knows, the people selling arousal, and the secrets of the pharmaceutical business, ”Jamie Raidie
Rating: 4.4
The book with the interesting name “How I Sold Viagra ...” was written in an unusual format for business literature by the autobiography of the author, Jamie Reydy, who ended his 25-year career as a military man who replaced his position as a sales representative for the American pharmaceutical company Pfizer. In the course of the narration, the reader discovers the secrets of the enterprise’s production processes, the author does not hide a number of violations and tricks that enterprising vendors use to enrich the company's account, even the work of doctors and medical personnel is opened from a new side. Despite the seriousness of the topic, Jamie gives the material with humor, easily and naturally, at the same time acquainting the reader with the secrets of the success of all modern pharmaceutical companies.
Why do doctors prescribe certain drugs, and drugs do not always show effectiveness? How justified is the price of Viagra, and what is its real effectiveness? These and other related questions will be answered in the book "How I Sold Viagra ...". There are no open management lessons in the material, but there is an important idea - every seller should have a strong motivation for success and a certain tactic, model of behavior.
“Vyzhmi from business all! 200 ways to increase sales and profits ”, Nikolay Mrochkovsky, Andrey Parabellum
Rating: 4.3
The fifteenth book in the rating, recommended by marketing experts for reading to every marketer, manager and direct sales manager, is a methodical guide “Get everything out of business! 200 ways to increase sales and profits. "It is clear from the title - the material contains two hundred well-known and exclusive methods and algorithms for increasing sales efficiency and moving companies to the next stage of development and work with clients and partners. Their uniqueness in the simplicity of perception and implementation, the absence of the cost of introducing tactics into real practice.
According to the authors, the vast majority of competing companies and individual specialists are not aware of the proposed techniques, and this is a unique opportunity to take the reader’s work forward, leaving the rest behind.
Attention! This rating is subjective, is not advertising and does not serve as a guide to the purchase. Before buying, you should consult with a specialist.
