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

Client Success Stories

“35% of our current backlog came from our work with you”

“35% of our current backlog we can directly attribute to our work with you.”

5.0

2014-11-03T21:18:26+00:00

“35% of our current backlog we can directly attribute to our work with you.”

https://www.chicagosalescoaching.com/testimonials/35-current-backlog-came-work/

“I have achieved my business goal”

“The management team was concerned because one of our largest annual jobs was being scaled back by ½ which meant...

5.0

2014-11-03T21:19:32+00:00

“The management team was concerned because one of our largest annual jobs was being scaled back by ½ which meant losing roughly $14k in December. Thanks to the amazing Mr. Lemanski and the goal worksheet, I have achieved a personal AND business goal by replacing the income with a project that will also be annual to the tune of $16.5k. The best part of this story is that the income is coming from the same firm – just a different location and sub client.”

https://www.chicagosalescoaching.com/testimonials/achieved-business-goal/

“I’m doing well in a bad economy.”

“Thanks. I’m doing well in a bad economy. I’ve surpassed the goal of getting four new customers in a month....

2014-11-03T21:20:10+00:00

“Thanks. I’m doing well in a bad economy. I’ve surpassed the goal of getting four new customers in a month. It’s hard to convince the customer of the advantages of using us. Most only look at the (price) when comparing riggers. But, there are some intelligent people out there. And when I find ‘em: I get ’em!”

https://www.chicagosalescoaching.com/testimonials/im-well-bad-economy/

“a practical, insightful approach”

“Tom brings a practical, insightful approach to business development and consulting. Tom’s focused assessments and creative recommendations are a valuable...

2014-11-03T21:20:58+00:00

“Tom brings a practical, insightful approach to business development and consulting. Tom’s focused assessments and creative recommendations are a valuable resource for any company and produce measurable results.”

https://www.chicagosalescoaching.com/testimonials/practical-insightful-approach/

“My best commission check in a long time”

“It’s continuing to help me… I just got my best commission check in a long time, if not the best...

2014-11-03T21:21:41+00:00

“It’s continuing to help me… I just got my best commission check in a long time, if not the best ever. Then I followed that up with another check the following week that’s added up to over $10,000 for just two weeks.” “(I’ve developed skills) that I would have never given a thought to before.” “I have changed my entire approach to my prospects. I am much better prepared and more effective.” “Speaking of success, we got two jobs yesterday that I can honestly attribute to the method you have taught. With more opportunities, my success can only improve. Thanks!”

https://www.chicagosalescoaching.com/testimonials/best-commission-check-long-time/

“Health Care Referrals”

“My referrals from health care professionals have increased from zero per month to eight!”

2014-11-03T21:22:22+00:00

“My referrals from health care professionals have increased from zero per month to eight!”

https://www.chicagosalescoaching.com/testimonials/health-care-referrals/

“A 10 out of 10”

I rate the program a 10 out of 10. I have definitely increased my average in getting information from gatekeepers...

5.0

2014-11-03T21:23:11+00:00

I rate the program a 10 out of 10. I have definitely increased my average in getting information from gatekeepers and getting through to suspects.

https://www.chicagosalescoaching.com/testimonials/10-10/

“We now know our goals ARE possible and what we need to do.”

“The most valuable part was learning and applying ways to help our prospects and not sell them. The ideas keep...

2014-11-03T21:24:08+00:00

“The most valuable part was learning and applying ways to help our prospects and not sell them. The ideas keep you positive and focused.” “Before completion, we were well on our way toward our goal of acquiring 10 new accounts by year end. We now know it’s possible and what we need to do.”

https://www.chicagosalescoaching.com/testimonials/now-goals-possible-need/

1.0

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