4 PRACTICAL BOOKS ON SALES AND NEGOTIATION

 

Sales is the lifeblood of every business. It should be a priority for every entrepreneur to know how to Sell or have trained and skilled salespeople. That's how money is made in a business or organization.

 

 

However, over the years the cost of learning the skill of selling and training staff and salespeople has gone high. Some organizations spend as much as $10,000 annually on sales training and education programs for staff.

 

The good news is that you can learn how to sell, for almost nothing or free. There are books and materials that can guide you toward improving your skills as a salesperson. But, you have to be careful and find the right books with the right pieces of information to improve your skills.

 

In this blog post, I'm going to be sharing 4 powerful books on sales and negotiation that every business owner and Elonaires should read.

 

Ready?

 

1. THE PSYCHOLOGY OF SELLING BY BRAND TRACY.

 

This book details the step-by-step process to accomplish sales, having a positive attitude in report closing, and objection management. This book is basically for every salesperson. 

 

 

The book begins by emphasizing the importance of self-confidence and a positive attitude for sales success. Tracy underscores the idea that believing in oneself and the product or service being offered is fundamental in convincing potential customers. By cultivating a strong sense of self-assurance, salespeople can exude credibility and inspire trust, which are vital factors in building rapport with clients.

 

 

Understanding customer psychology is a cornerstone of effective selling. Again, Tracy explains the concept of buying motives—underlying emotional reasons that drive a person to make a purchase. By identifying these motives, salespeople can tailor their pitches to resonate with customers' desires. Tracy also introduces the concept of the "Pain-Pleasure Principle," which suggests that people are motivated to move away from pain and toward pleasure. Successful sales strategies highlight how the product or service can alleviate the customer's pain points or enhance their pleasure, ultimately making it a compelling proposition.

 

The book also explores the power of effective communication. Tracy emphasizes the significance of active listening as a tool to gather insights about the customer's preferences and concerns. By truly understanding the customer's perspective, salespeople can address objections more effectively and position their offerings as solutions to specific problems. Tracy introduces the "Questioning Strategy," which involves asking strategic questions to uncover the customer's needs, thereby guiding the conversation towards a successful sale.

 

Just from reading this little piece of summary, you can tell that this book is value-packed, therefore do not hesitate to read it. Buy a copy of this book and share it to your staff and salespeople. It is better than sharing December rice to staff for Christmas.

 

 

2. NEVER SPLIT THE DIFFERENCE  BY CHRIS VOSS.

 

In business, you don't get what you deserve, you get what you negotiate and Chris Voss has made learning to negotiate as easy as ABC in his book. This book teaches you that negotiation is a game you have to be mentally prepared to play.

 

 Drawing from his experience as an FBI hostage negotiator. The book emphasizes active listening, empathy, and emotional intelligence as key components of successful negotiations. Voss introduces concepts like tactical empathy, mirroring, labeling, and calibrated questions to build rapport, gain insights into the other party's perspective, and guide negotiations toward favorable outcomes. The book also delves into the psychology of negotiation and provides practical strategies to handle difficult situations and turn conflicts into collaborations.

 

One thing you should know is that negotiation is not just about sales and marketing. Negotiation is how you get your way with life. That's why I highly recommend that everyone should read this book.

 

 

 

3. SELL LIKE CRAZY BY SABRI SUBY:

 

It talks about the Godfather strategy. Having an irresistible offer. A lot of important ideas about sales and marketing are bundled in this book.

 

The book begins by emphasizing the importance of adopting a data-driven marketing approach. Suby advocates for meticulous tracking and analysis of marketing campaigns to identify what's working and what's not. He stresses the significance of understanding customer behavior and tailoring marketing efforts accordingly.

 

 

Talking about having an irresistible offer. A lot of people don't know how to create one and Suby in his book suggested that a powerful offer is the cornerstone of successful marketing. By addressing the pain points and desires of the target audience, businesses can craft compelling offers that resonate and drive action.

 

Furthermore, Suby explores the psychology behind effective sales messaging. He introduces the concept of "Pattern Interrupt," which involves disrupting the expected thought process of the audience to capture their attention. Suby also discusses the importance of storytelling, explaining how narratives can emotionally engage customers and enhance the effectiveness of marketing campaigns.

 

All these and more, are the secrets you can only find in Sabri Suby Sell like Crazy. Go grab a copy of the book now!

 

 

 

4. INFLUENCE THE PSYCHOLOGY OF PERSUASION BY ROBERT CIALDINI.

 

Shocking fact!

We are all manipulated. Yes!

There are people sitting in a round table right now, directing all the affairs of our lives. From what we eat to what we wear, what we see, and even what we hear. The funny part is nobody is holding a gun to your head, nobody is forcing or threatening you. But you act in a certain order that is being controlled and predicted.

 

 

That's the power of influence and persuasion. Robert Cialdini did no small work with exposing these secrets in his book Influence the Psychology of Persuasion.

 

 

The book goes into all of his strategies to ensure that the customer commits to buying a product or service. These are Strategies used by big brands to ensure that customer buys their products in multiple instances and they are all detailed in this book.

 

Let me give you a sneak peek of what it looks like. In this book, Robert shares six principles behind effective persuasion techniques.

The first principle, reciprocity, highlights the human tendency to feel obligated to return a favor when one has been done for us. 

 

 

Scarcity, the second principle, capitalizes on people's fear of missing out. By presenting opportunities as rare or time-limited, persuaders create a sense of urgency that drives individuals to act quickly.

 

Consistency, the third principle, underscores the human desire to align actions with beliefs. Once a commitment is made, individuals strive to remain consistent with it, even if the commitment is small. 

 

Wanna learn more about these principles, go read the book.

 

 

Here's an extra.

 

  - To Sell Is Human by Dam Pink.

 

I don't need to tell you what Dam Pink wrote in the book, you just need to get a copy.

 

 

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12-March-2024

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