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 call
George Dudley: The Psychology of Call Reluctance
Intersting study into the various forms of Call Reluctance we can "catch" and how to deal with them...
« Archive of My Ugly Pond Newsletter Is Now Available | Main | The November "Ugly Pond" is Out »
I love the snow more now than ever and never get tired of these big tree-breaking heavy snows.
21"last night and this morning...the big resorts got over three feet! But even better than the snow are the sunshine and mild temps that come right after...
Hope I've convinced you to come to Colorado this coming ski season...and when you do, please look me up, I'm always up for coffee...or dirty martinis!!
Now back to my snow blower...here's to snow days and hot buttered rum...
GB
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