The must-read summary of Dave Lakhani's book: "How to Sell When Nobody's Buying (And How to Sell Even More When They Are)".This complete summary of the ideas from "How to Sell When Nobody's Buying" shows that it’s a tough time to sell. To make matters worse, many managers today were trained 20-30 years ago with methods conceived 50 years ago....
Read more
-
-
The must-read summary of Jeff Thull's book: "Exceptional Selling: How the Best Connect and Win in High Stakes Sales".This complete summary of the ideas from Jeff Thull's book "Exceptional Selling" shows that the days of using canned or memorised sales pitches to make complex sales are now well and truly gone. Instead, you need to be having genuine and authentic...
Read more -
The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don’t Know". This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They...
Read more -
The must-read summary of Mark Roberge's book: "The Sales Acceleration Formula: Using Data, Technology and Inbound Selling to Go from $0 to $100 Million".This complete summary of the ideas from "The Sales Acceleration Formula" shows that, contrary to popular belief, sales management needn't be an art form; it is possible to use a formula to create the strongest possible sales...
Read more -
The must-read summary of Tim Hurson and Tim Dunne's book: "Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself".This complete summary of the ideas from Tim Hurson and Tim Dunne's book "Never Be Closing" provides an updated approach to selling. While in the past, salespeople would attempt numerous closes until the client relented, the...
Read more