Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
- by Stephan Schiffman

In this book, sales guru Stephan Schiffman teaches you how to strengthen your questioning skills during the sales process in order to get more sales. The premise is simple yet effective: In order to be successful, you must change your mindset from "need-oriented" to "do-oriented." The message of this book centers around six core "do questions" for your buyers.

Be Your Own Sales Manager: Strategies and Tactics for Managing Your Accounts, Your Territory, and Yourself
- by Tony Alessandra, John Monoky, and Jim Cathcart

Sales is more than a job; it is a career, a profession requiring special knowledge and specific skills. You have to be your own boss, take on the responsibilities - and reap the rewards - of sales management. Be Your Own Sales Manager puts the most up-to-date management techniques at your fingertips, offering smart strategies designed to give you a competitive edge.

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap
- by Mark Shonka, Dan Kosch

Featuring success stories culled from dozens of real-life selling challenges, Beyond Selling Value takes the reader out of the world of dry, textbook selling and onto the corporate front lines. Using these battle-tested strategies as a guide, Beyond Selling Value walks readers through every stage of the sales process, from targeting the right customers through presenting a strategic business solution to the executive-level decision maker - that one elusive person in the customer organization who is truly positioned to buy value.

Branding Unbound: The Future Of Advertising, Sales, And The Brand Experience In The Wireless Age
- by Rick Mathieson

Branding Unbound offers a jargon-free look at current and emerging wireless technologies, examines the impact of social networking on Branding strategy, and reveals the Top Ten Secrets of Successful Mobile Advertising. This book shows how, in the wireless marketing era, your brand can enjoy whole new levels of differentiation and customer recognition, while consumers benefit from on-the-spot convenience and a message individually tailored to their needs.

Close the Deal: 120 Checklists for Sales Success
- by Sam Deep, Lyle Sussman, Sandler Sales Institute

Close the Deal is bursting with hot leads for sales pros looking to sharpen their skills and win more customers. Authors Sam Deep and Lyle Sussman show how to capture sales without being pushy or arrogant. Deep, a consultant from Pittsburgh, and Sussman, a management professor at the University of Louisville, believe that the essence of selling is sticking to a system. "Masterful sales professionals are neither lucky nor gifted," they write. "They do not dream, wish or hope for victory. They go out and make it happen." The book is based on programs developed at the Sandler Sales Institute, a noted Maryland firm that trains thousands of sales professionals around the country.

Cold Calling Techniques: (That Really Work!)
- by Stephan Schiffman

Cold Calling Techniques is the ultimate guide to creating new sales-one of the most critical skills you need. If you want to increase your sales, you must get at good cold calling to get the face-to-face appointments you need. Cold Calling Techniques features field-tested techniques for reaching decision-makers, making appointments, and making your pitch - as well as invaluable advice on how to increase the number of calls you can make, improve your closing ratio, and beat your competition

Dig-In Training - A Down to Earth Approach to Selling (Interactive Sales Training CD)
- by John Oppenheim

Dig-In Training is a self-paced course designed to teach and stress the basics - from prospecting to closing. Nothing fancy, just down-to-earth sessions from John Oppenheim. He explains the basics in an easy-to-understand method using the latest video techniques. You and your salespeople can watch and learn at your own pace - without an expensive course to attend.

Essential Managers: Selling Successfully
- by Robert Heller

This book is part of the Dorling Kindersley's Essential Managers series and introduces practical techniques to target customers, identify their needs, present your product effectively and win sales. It provides all you need to know about successful selling, from developing self-confidence and closing a deal to understanding customers and managing a sales team. The topics are relevant to every work environment, from large corporations to small businesses.

Exceptional Selling: How the Best Connect and Win in High Stakes Sales
- by Jeff Thull

Exceptional Selling is a tactical-level guide that shows salespeople how to get beyond the presentation of a value proposition and engage with the customer in a way in which the absence and sources of value are objectively evaluated and the common barriers to sales success - limited access, ambiguous words, objections, and cutthroat negotiations - melt away.

From Selling to Managing: Guidelines for the First Time-Sales Manager
- by Ronald Brown

The transformation from "player" to "coach" is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople, and for over two decades this best-selling book has been there to help. Now revised to reflect changes in technology, distribution, and the complexity of the modern sales force, this compact primer on making the move from salesperson to sales manager is needed more than ever.

Fundamentals of Sales Management for the Newly Appointed Sales Manager
- by Matthew Schwartz

Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to; Make a smooth transition into management; Build a superior, high-functioning sales team; Set objectives and plan performance; Delegate responsibilities; Recruit new employees; Improve productivity and effectiveness. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities.

Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions
- by Stephan Schiffman

Learn effective strategies to turn prospects into revenue-from the nation's leading sales prospecting expert. Schiffman shares all the strategies and tools of the ranking system and prospect management process he created to help salespeople at all levels and across all industries.

Guerrilla TeleSelling : New Unconventional Weapons and Tactics to Sell When You Can't be There in PersonConsultants
- by Conrad Levinson, Mark S. A. Smith, Orvel Ray Wilson

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.

How to Master the Art of Selling
- by Tom Hopkins

The man who turned a failing sales career around and became a millioniare tells readers what selling is really about and how they can learn to succeed in the sales profession.

How to Sell at Prices Higher Than Your Competitors: The Complete Book on How to Make Your Prices Stick
- by Lawrence L. Steinmetz, William T. Brooks

Every business in every industry faces the specter of lower-priced competition. In order to maintain healthy margins, most companies can't drop their prices endlessly. Instead, they have to find a way to sell their product despite its price. This book offers practical advice and smart tactics for outselling a lower-priced competitor. Readers will learn why price isn't the final determinant of whether a customer buys a product; how to build a great customer service program; how to defeat the arguments of customers who buy on price; and how to price products appropriately. In addition, this handy resource also includes real-world examples and situations that will help salespeople sell anything, no matter what the price.

How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale, Second Edition
- by Dave Stein

How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business under any conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times. In How Winners Sell, Stein shows readers how to plan strategically for scenarios when details are most important so they never come up short in the eyes of a client.

It Only Takes 1% to Have a Competitive Edge in Sales
- by Thomas A. Freese

Whether you're new to sales or a seasoned veteran this book provides simple and effective ways to improve your sales efforts. Most sales are won or lost by very small margins. That means you simply need an edge - a differentiable advantage that will set you apart from everyone else. That's what you will find in this book - 100 chapters, each designed to give salespeople a one-percent advantage over their competitors. By applying these common-sense (but many times forgotten) lessons you too will have a competitive edge in sales.

Jeffrey Gitomer's Little Red Book of Sales Answers : 99.5 Real World Answers That Make Sense, Make Sales, and Make Money
- by Jeffrey Gitomer

In this follow-up to his bestselling "Jeffrey Gitomer's Little Red Book of Selling," the world's #1 sales presenter offers quick, fun-to-read, real-world answers for salespeople that make sense--and are guaranteed to make money.

Management of a Sales Force
- by Rosann Spiro, William J Stanton, and Greg A. Rich

Management of a Sales Force is the #1 selling text in this market. This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student-friendly approach.

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
- by Jeff Thull

High-value sales present a challenge to even the most experienced professional. In this book, business consultant Jeff Thull provides methods and insights to facilitate the complex transactions associated with business-to-business selling - the complex sale.

Michael Zabec's Sales Manager's Bible
- by Michael Zabec

Discover the simple truths of sales management through the tales of ten sinful managers. Michael Zabec's Sales Manager's Bible provides you with the divine inspirations of sales management that he has spent 35 years gathering. You'll learn to guide your career past temptations that lead the misguided to ruin - and send your sales soaring.

Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
- by William "Skip" Miller

All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers. This essential book, which speaks their language and is packed with specific, field-tested techniques, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople.

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
- by Linda Richardson

As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.

Sales Questions That Close the Sale: How to Uncover Your Customers' Real Needs
- by Charles D. Brennan

What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making "the pitch" they forget to ask questions—or to ask the right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions.

Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
- by Thomas A. Freese

The concept of Secrets of Question-Based Selling is founded on the idea that an effective salesperson knows what his or her prospect needs, then offers solutions - and the only way to find out what someone needs is to ask!  With more than 17 years of experience in sales and management, Thomas A. Freese has taken the approach that consistently empowered him to exceed, at times even double, his selling results, and has packaged it into the sales methodology he calls Question-Based Selling.

Selling 101 : What Every Successful Sales Professional Needs to Know
- by Zig Ziglar

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life.

Selling and Sales Management (Barron's Business Library Series)
- by Robert D. Hirsch, Ralph Jackson, Ph.D.

This book describes the selling process step-by-step, including the job of a sales manager, motivating a sales force, and more. This concise reference emphasizes practical situations to day-to-day operating details, problem-solving aspects of selling and sales management.

Selling Is a Team Sport : Turn Your Whole Organization into a Living, Breathing, Selling Machine
- by Eric Baron

Selling is everybody's job, according to sales trainer Eric Baron. In this approach, he combines the concept of problem-solving, cross-functional teams with sales to create a team-based, solutions-oriented selling approach that involves the entire workforce. Sales pros still lead the effort in Baron's process, but they are supported by sales technique-savvy employees from across the business.

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager
- by Terry R. Bacon

Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to; identify the major accounts with the greatest potential; progress from vendor to strategic ally; craft account plans that are geared for action; manage the customer relationship for greater results; develop winning account strategies.

Seven Secrets to Successful Sales Management: The Sales Manager's Manual
- by Jack D. Wilner

Success in sales management now requires a solid foundation in traditional sales techniques as well as a thorough understanding of "new" ideas such as goal setting, coaching and vision-based leadership. 7 Secrets to Successful Sales Management is your practical, hands-on guide to sales management in these competitive economic times. It presents an integrated approach to sales management and combines the author's years of management experience with innovative new strategies for motivating your sales force, recruiting quality salespeople and training new employees.

Socratic Selling: How to Ask the Questions That Get the Sale
- by Kevin R. Daley

The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you.

Solution Selling: Creating Buyers in Difficult Selling Markets
- by Michael T. Bosworth

In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales
- by Stephan Schiffman

This book provides a complete resource for understanding and implementing telesales techniques. You will learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity; to practicing the ten traits of world class salespeople. Schiffman has coached thousands of sales teams across the country to improve their telesales performance.

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
- by Linda Richardson

In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.

Superstar Sales Manager's Secrets
- by Barry J. Farber

Written expressly for on-the-go sales managers who don't have the time to wade through wordy prose or academic theory, this book is fast-paced and results-oriented. It contains scores of easy-to-implement strategies, checklists, and action plans for anyone who's managing a sales team. The book's wisdom is culled from the author's own experience as a top sales manager, as well as feedback from the thousands of managers who have participated in his training programs and seminars. This revised and updated edition is not only a guide to coaching and training sales reps in the skills they need, but it's also a handbook full of practical tools and motivational strategies to help reps generate activity and get business