Selling/Influencing/Persuasion

SPIN Selling

Neil Rackham

The SPIN acronym stands for Situation, Problem, Implication, Need. This re-configured concept is basic to the selling process! The new twist is backed up with hard research data. Sometimes the philosophy of the book will go against conventional wisdom, but the evidence that it works is the clincher.

Solution Selling

Michael T. Bosworth

If you have a difficult product to sell (such as one that is intangible), this book will help. A critical factor here is to be able to differentiate yourself from others and learn your prospect’s buying cycle. Another ingredient for success is to provide a solution that your buyer identifies as a need or problem.

Principled Persuasion

Marlene Caroselli

In today’s world, buyers are looking for integrity from the seller. To become this person or organization takes principles that reflect integrity. You cannot NOT influence another person! Therefore, to take a close look at how you go about influencing another is important for your success.

Artful Persuasion

Harry Mills

Dale Carnegie said, “When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity.” As with most books on how to influence others, it begins with your own credibility.

This is the BEST BOOK on understanding others, what motivates them and how to make an influence on them as you speak, sell or inform.

Beyond Selling Value

Mark Shonka and Dan Kosch

Are the old models of selling out of date? The book doesn’t answer that question, but it does inform us as sales people that the customer is smarter, more sophisticated and demanding than ever before. Another point well made is that it is becoming increasingly difficult to differentiate yourself from the competition. So what does one do? Two actions are suggested: One is to learn how to sell more than your product, sell the value of your relationship to the customer. Second, learn to understand your customer’s business as well as their needs.

Get Them on Your Side

Samuel Bacharach

Demonstrates a very methodical process of how to go about getting people to see and then accept your point of view. It is a very detailed approach, but if followed and you are willing to do the necessary ‘due diligence,’ you will benefit from all your hard work. Definitely an important read!

Win Your Case

Gerry Spence

Life is full of opportunities to demonstrate your point of view and your values. Sometimes these experiences are difficult and the process you select to move your point of view into another’s awareness takes energy, tact and know how. Mr. Spence leads the reader through a process he has used during his life time as a lawyer to win his cases.