Sell with a method, qualify and prospect with discipline, and negotiate from preparation.
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A modern view of selling and a classic method for questioning buyers.
Daniel Pink argues that most people spend much of their working lives persuading or influencing others, so selling in a broad sense is part of nearly every job. He offers ideas on attunement, buoyancy and clarity, and writes for professionals outside sales.
Neil Rackham reports on research into a large number of sales calls and describes a questioning method built around situation, problem, implication and need-payoff questions. Best suited to salespeople handling large or complex deals.
Challenger-style selling, diagnosing a gap, and prospecting consistently.
Based on research into high-performing sales reps, this book describes a seller who teaches customers something new, tailors the message and takes control of the sale. Aimed at sales leaders and reps in complex business-to-business selling.
Keenan argues that selling is about diagnosing the gap between a customer's current situation and the situation they want, then showing the value of closing it. A problem-focused approach for salespeople and sales teams.
Jeb Blount makes the case that consistent prospecting keeps a sales pipeline full, and offers methods and discipline for finding new customers through several channels. Suitable for salespeople who struggle to generate enough leads.
Courses on practical selling skills and sales management.
Browse Sales training coursesCourses on B2B prospecting and account-based selling.
Browse Prospecting & B2B sales coursesNegotiation and difficult conversations, the skills that decide the terms of a deal.
Former FBI hostage negotiator Chris Voss explains techniques such as mirroring, labelling emotions and asking calibrated questions, built on what he calls tactical empathy. Applicable to business deals, salary discussions and everyday disagreements.
Presents principled negotiation, a method that separates people from the problem, focuses on interests rather than positions, generates options for mutual gain and relies on objective criteria. Useful for negotiators, managers and anyone seeking agreements without damaging relationships.
Offers tools for talking when stakes are high, opinions differ and emotions run strong. The authors show how to keep dialogue safe, stay focused on shared goals and turn disagreement into action. Helpful for managers, teams and families.
Courses on preparing for and running better negotiations.
Browse Negotiation coursesTurn one idea into a call plan, a qualification step or a negotiation preparation routine.
This week: Turn one idea into a call plan, qualification step, account action or negotiation preparation routine.
