To Sell Is Human

Our selections from The 100 Best Business Books of All Time were: -Selling The Invisible by Harry Beckwith (great look at selling services) -Secrets of Closing The Sale by Zig Ziglar (gets you prepared for objections) -How to Become A Rainmaker by Jeffrey Fox (shortcuts to better sales techniques) -The Little Red Book of Selling by Jeffrey Gitomer (best first book for first time salespeople) As mentioned in other posts, I would also add SPIN Selling, Mastering the Complex Sale and The Referral Engine. "Smart" books in the sales space include Influence, Made To Stick, To Sell Is Human. For motivation, read more Zig, Tony Robbins, and Dale Carnegie.

Books http://www.amazon.ca/To-Sell-Is-Human-Surprising/dp/15946319... (http://www.amazon.ca/To-Sell-Is-Human-Surprising/dp/1594631905) Best insight: The biggest misconception is that extraverts are better salesmen cause they're slick talkers. Actually, it's the exact opposite. It's better to let your prospect to most the talking while you listen. Ask them open-ended questions. The more you learn about your prospect, the more effectively you can explain your product solves their specific problems. Articles http://nlp-mentor.com/nlp-techniques/ Neurolinguistic programming techniques - can be manipulative if used the wrong way but in sales, they really help you gain an advantage or maintain control. Includes how to build rapport quickly, how to maintain your frame regardless of how the other person acts, etc. http://www.artofemails.com/sales-follow-up Money is the follow-up - creative ways to keep the convo alive without annoying your prospects

"To Sell is Human" by Dan Pink. It doesn't so much teach you how to sell as to take the perspective of people whom you may want/need to convince or persuade.