These types of questions will have a powerful impact on opening the prospect’s mind to receiving information, which they will now measure against their pain.” My favorite quote: “…amplify that pain by asking the following questions: “How long has this been going on?” “Do you see this getting better or worse?” “How do you see yourself in two years?” “How has it affected your health or your family?” In essence, you want to make sure that you make your prospect talk about their pain. While some of Belfort’s methods may be controversial, there is no denying that he is an expert in the field of sales. He covers topics like building rapport, understanding customer needs, and closing with powerful calls to action. He gives a behind-the-scenes look at what it takes to be a successful sales professional. Belfort draws on his own experience in the industry. Jordan Belfort’s “ Way of the Wolf: Straight Line Selling” is a candid and insightful look at the world of sales. Way of the Wolf: Straight Line Selling – Jordan Belfort People simply like to have reasons for what they do.” 5. My favorite quote: “A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. It is well-written and provides valuable insights that can be applied in both personal and professional contexts. I would recommend this book to anyone interested in learning more about sales. He also discusses the dangers of conformity, and how easy it is to go along with the crowd without realizing it. There are also great examples of social selling. I found the book insightful, providing concrete examples of how these principles can be employed.įor instance, in the chapter on social proof, Cialdini describes how businesses can increase sales by using customer testimonials. And how to ethically use them in various situations. In Robert Cialdini’s book, “ Influence: The Power of Persuasion“, he explores the six principles of persuasion. The Sales Development Playbook – Trish Bertuzzi The Sales Bible: The Ultimate Sales Resource – Jeffrey Gitomer Influence: The Power of Persuasion – Robert Cialdini How to Win Friends & Influence People – Dale Carnegie Little Red Book Of Selling – Jeffrey Gitomer So, if you’re ready to learn, then keep reading our list of the best sales books for beginners. Whether your function is in sales or starting your own business, these 11 books will teach you the basics (and beyond) of selling and give you the insights you need to succeed.Įach book is packed with information and advice that will help you close more deals. If you’re new to sales, or you feel like you could be doing a better job, then read one of these best sales books for beginners. When you buy through links on our site, we may earn a commission at no cost to you.
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