General Sales Books

General Sales Reading
Most general sales books tend to be “airport potboilers”. Strong on claims and hyperbole – but weak on evidence and insight. And most tend to focus on traditional low-value product sales to end-consumers. But a small number of books contain solid findings based on in-depth experience and research – and are applicable to the type of large, complex sales found in professional services. These books have helped form the foundation sales education for many successful rainmakers.

SPIN Selling by Neil Rackham: based on decades of research and observation of sales meetings for major sales. SPIN Selling lays out a sophisticated process for understanding client needs, exploring the full impact of issues and helping clients see the benefits of working with you to solve their problems.

 

 

Strategic Selling - by Miller, Heimann & Tujela – shows how to analyse complex decision process with multiple influencers. It provides a detailed analytical approach for understanding a buying decision and planning a strategy to influence the key stakeholders.

 

 

Jim Holden’s Power Base Selling brings an understanding of organisation politics and a more aggressive approach to competition into the selling process.