Recommended Reads

Our collection of the best reads that apply to consultative B-2-B Selling


Let’s Get Real Or Let’s Not Play

 

The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed.  Written for those who sell consulting or other professional services.

 

 

 


SPIN Selling

Research based study of sales process.  S.P.I.N. is an acronym for a “mental model” for asking engaging questions that help prospects to discover their needs, wants and motives for taking action.

 

By Neil Rackham

 

 


 

To Sell is Human

A brilliant look at the ways that selling has evolved as the internet has created “information parity“.

 

Daniel Pink

 

 


 

If You’re Not Out Selling, You’re Being Out Sold

The title is somewhat misleading. Not a tactical book on selling. Rather a personal development approach to improving you as a sales person.

Michael St. Lawrence & Steve Johnson

 


How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee

A must read for all sales people who are challenged by buyer price resistance.

Lawrence L. Steinmetz & William T. Brooks

 

 

 

 


Triggers:

30 Sales Tools you can use to Control the Mind of your Prospect to Motivate, Influence and Persuade.

Joseph Sugarman

 

 

 

 

 


 

Selling To Vito

VITO is an acronym for very important top officer. The author analyzes the CEO mindset and shares tactics for connecting with VITOs.

Antony Parinello