Sales Books for Sales Managers

Action Selling: How to sell like a professional, even if you think you are one. Action Selling should be read first to become familiar with the Action Selling process: a proven, research-based, system that combines the Five Critical Selling Skills with relationship skills into a practical, non-manipulative, and sustainable selling procedure. The Story: Veteran salesperson Matt figures he's in for a major headache when his new boss tells him he needs to learn to sell like a professional. "Oh no," he thinks. "Not another grab bag of pseudo-magic sales tricks." But when Joe begins to explain a system called Action Selling, an ordinary airline flight becomes a life-changing experience. His approach to planning, conducting, and closing a sale will never be the same. Read More

Selling Your Price: How to escape the race to the bargain basement. Selling Your Price features a sustainable way to protect your margins and make more money for yourself and your company - regardless of your industry or the nature of your products and service. The Story: Scott's margins are shrinking, but the way competitors are hammering him on price, he thinks he's doing well to hang onto any clients at all. Then sales manager Christine opens his eyes. Scott isn't just a victim in the price-cutting wars, he's a perpetrator. And a system called Action Selling isn't just a better way to plan and manage sales calls. It's an escape route from the price trap for Scott and his customers. Will Scott finally get the picture?

Questions: The Answer to Sales. In Questions: The Answer to Sales, you will see how three quarters of selling takes place when the salesperson is listening, not talking. The gift of gab doesn't win sales. The battle for customer commitment has changed. Learn to win your customer's heart and mind, by asking "The Best Questions". The Story: Mitch is a top pitchman, with charisma to burn. So why is his sales career going down the tube? In desperation, he puts the issue to his old pal Harry during a game of golf. Thanks to Action Selling, Harry already knows what Mitch has yet to learn: Great customer relationships aren't forged by great presentations but by great questions. Can Mitch change his sales game and turn pro? Or is he a gabby dinosaur, headed for extinction?

Masters of Loyalty: How to turn your sales force into a loyalty force. Masters of Loyalty, shows why the only real reason customers become genuinely loyal to suppliers and why most companies get the loyalty equation all wrong. Both sales managers and salespeople will get an intimate view of what loyal customer relationships look and sound like. With Masters of Loyalty, you will learn how to turn your sales force into a dynamic loyalty force that makes customers highly resistant to competitor's appeals and binds them to your company in a lasting way. The Story: Marketing vice president Mike is in trouble. His special loyalty-rewards program has all the right elements, but customers aren't buying it. Except, that is, from a regional sales rep named Tony. Tony uses the Action Selling system as do the other company reps. But somehow he seems to operate at a master's level, not just increasing sales but generating fiercely loyal customers. What is Tony's secret? To save his own job, Mike desperately needs to find out.