Consultative Closing Chapter 2 Video with Greg Bennett
Greg talks about the deceptive nature of clients and prospects in the sales process.
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GB's Favorite Sales and Marketing Books
Greg Bennett: Consultative Closing
I have to admit I know a BIT about this author...and yes, I must give myself 5 STARS... (*****)Michael Gerber: The E Myth
A book that rocked my world when I read it. This book is all about how and why the franchise model works in business...and how we can apply these strategies to our sales departments and sales organizations. (*****)SPIN Selling
A solid, basic course in customer-first sales strategy. (****)Robert Cialdina, Ph.D.: Influence
A great book on how and why we're influenced (and how NOT to be influenced as well) (****)The New Conceptual Selling
A solid book on pre-planning and prep before a sales call... how to run an effective face-to-face call.Paul Ekman: Telling Lies
Interesting study on how to tell when people are being deceptive...great if you're interested in the deeper side of "Psych Selling" and understanding why prospects act the way they do!Robert Shook: Hardball Selling
This is a book all about the concept of NO as a much better answer than MAYBE in a sales callGeorge Dudley: The Psychology of Call Reluctance
Intersting study into the various forms of Call Reluctance we can "catch" and how to deal with them...
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July 2009
Categories
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