What are the best sales training books?

Sales training

• Where can I find sales related training programs (Audio, video, books) to buy on line.

• Answer:

  Hello redosam, Thank you for your question. As I am sure you are aware, there is a plethora of sales books, courses, training programs and videos in existence and most will be available for purchase over the Internet. I'll try to select some of the best for you to examine. Probably high on anyone's sales and interpersonal training courses list is Dale Carnegie's course which you can find at http://www.dale-carnegie.com/ . Under Training for Individuals, they note: "Dale Carnegie Training® has helped individuals become successful professionals for nearly a century. We offer a comprehensive catalog of courses, seminars and training products that enable you to grow and prosper both professionally and personally. You are the key to your organization's success. Whether you are a CEO or an intern, you are essential to the prosperity of your company. Our courses enable individuals to move beyond their comfort zone and achieve real performance improvement. Dale Carnegie Training® programs encourage interaction and participation. These programs challenge you to reach your stretch goals so you can achieve your own personal breakthrough." Professional Learning at http://www.professional-learning.com/books.htm lists and offers for sale the top 50 books on selling. Their top 10 included in this list are: 1. The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies by Stephen E. Heiman, et al. Paperback (January 1998) 2. Spin Selling by Neil Rackham(Preface). Hardcover (December 1998) 3. Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley(Introduction). Paperback (1999) 4. Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth. Hardcover (1995) 5. The Greatest Salesman in the World by Og Mandino. Paperback (February 1, 1983) 6. How to Become a Rainmaker : The People Who Get and Keep Customers by Jeffrey J. Fox, Jefferey J. Fox. Hardcover (May 2000) 7. Cold Calling Techniques that Really Work! by Stephan Schiffman(Introduction). Paperback (April 1999) 8. The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham. Paperback (May 24, 1996) 9. The New Conceptual Selling : The Most Effective and Proven Method for Face-To-Face Sales Planningtop by Stephen E. Heiman, et al. Paperback (October 1999) 10. The Sales Bible by Jeffrey H. Gitomer, Jeffery H. Gitomer. Hardcover (November 1994) ..and many more, all with customer ratings. Red Hot Sales at http://www.redhotsales.com/content.asp?ID=119 offers a demo video of their training courses on sales. Enterprise Media at http://www.enterprisemedia.com/ offers videos for sale and their top selling sales training videos include: Sell, Sell, Sell Description: This is the most popular film in the classic library. The title of this motivational "tour de farce" says it all. A rousing way to open or close any meeting, reminding the audience how all business is based on one thing - selling. Super Salesperson Description: Smilin' Ed may be a great salesman, but his seminars are about as much fun as a root canal. His cranky audience will do just about anything to get a break. But when Ed offers to auction off a coffee break, they finally get a humorous lesson in the fine art of selling. And many more, all with small video clips to preview their offerings. Business2.com at http://www.business2.com/webguide/0,1660,2135,00.html lists their 19 top picks for sales education on the web. Some of their choices include: Baylor University's Center for Professional Selling Recognized as one of the premier information and leadership resources for collegiate students and sales professionals in the nation. Engages in educational, developmental, and research functions. Impact Learning Systems Provides customer contact skills training for customer service, technical support, and sales representatives. All training programs are customer-focused and skills-based. KnowHowZone Review, purchase, and instantly take one-hour, self-paced courses. Courses are chosen from an extensive catalog of high-impact, how-to titles for all sales professionals. and... SalesDogs SalesDogs is a whole new approach to learning and improving in sales. The techniques and philosophies behind SalesDogs are built on fundamental sales strategies and are fun and easy to learn. Justsell.com at http://www.justsell.com/ has an impressive listing of books and sales tools on their shopping page including well known classic audio tapes such as: Brian Tracy's classic audio set, "The Psychology of Selling" and currently offer a free copy of Paul Goldner's book, Red-Hot Cold Call Selling with purchase. They also have "Salespaks" which are packages of books, videos and tapes targeted to a particualr aspect of selling. I was impressed by their choices. Examples of their package targets include: management salespak I for new sales managers, fresh from the front line now its time to lead kick off the next era of your career by honing your basic sales & leadership skills management salespak II for those sales managers who walk their talk by reinforcing their basic sales & management skills and adding to their professional repertoire of knowledge salespro salespak I A great value for those salespeople with a limited budget and the desire to continually fuel their sales growth For example, the above package includes: Soft Sell A paperback copy of Soft Sell by Tim Connor... one of the best comprehensive books on selling ever written... pure selling from end-to-end. High Probability Selling A copy of High Probability Selling by Jacques Werth & Nicholas Ruben brings selling out of the traditional depths of confrontation and resistance and establishes a new, mutually respectful relationship between the sales professional and the prospect. This process is winning over seasoned reps and can help new people start out with the right focus. Selling Power Magazine A one year subscription to Selling Power Magazine be continually educated, motivated and inspired a must if you’re serious about selling we’ve met these people and they work incredibly hard to produce this monthly resource for your enjoyment and improvement. How to Win Friends & Influence People a free copy of the sales classic How to Win Friends & Influence People by Dale Carnegie... don’t let the title mislead you nearly every sales professional we know has read and reread this book voted the best sales book of all-time by justsell.com’s community this one is on us because we know it'll have a positive impact on your sales career we’ll buy it for you but it’s up to you to read it and put into action. Free shipping in the United States product number: JSSP05 price: $65.90 They have a variety of packages at a wide range of price points for your consideration. And last, the Richardson training Company at http://www.rctm.com/app/Category/315.html has a wide variety of training materials available including some on CD-ROM. For example: SITUATIONAL SELLING EXTENDING OUR UNDERSTANDING OF INFLUENCE TO SALES This information-rich text offers salespeople a road map to professional development and success. It is a compelling summary of research-anchored behavioral science concepts as they apply to leadership and the specific process of selling. 25 ROLE PLAYS FOR NEGOTIATION Negotiation Pointers Taken from Real-Life Drawn from real-life experiences, these role plays will get participants thinking and acting like negotiation experts. Participants will have the opportunity to practice skills like climate setting, bargaining, and settlemet so they'll be prepared for any situation on the job BE PREPARED TO SELL How to Sell a Product, a Proposal or an Idea to a Group No matter what you're selling, whether it's oranges to grocers or a new benefits package to your employees, the principles of sales success are the same. ..and many more. As I mentioned in the beginning, any search for this type of training will produce thousands of hits. The list I have compiled above is a sampling of sites that looked well produced, popular and will provide you with a variety of media to purchase including tapes, videos, books and CD-ROMs. I trust you will find interesting options perusing this list. Search strategies: best sales training +programs OR Books OR reviews If anything is unclear above, please do ask for clarification. Good luck honing your selling skills. Regards, -=clouseau=-