A few months ago we kicked off The ShareFile Library at our office. It is a quiet little corner of the building (which is hard to come by) complete with a couple couches and more than 100 books for our employees to check out. All of the books were recommended by managers and directors at the company, and many relate specifically to business and personal development.
We are excited to share with you our favorite books from the Sales and Customer Service shelves:
Interested in sharpening your sales skills? Check out these recommendations:
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
The best salespeople don’t just build relationships with customers. They challenge them. The Challenger Sale argues that classic relationship-building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of them can deliver average sales performances, only one — the Challenger — delivers consistently high performance. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Influence: The Psychology of Persuasion by Robert Cialdini
Influence, the classic book on persuasion, explains the psychology of why people say “yes” — and how to apply this understanding in business and life. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. This book is the resut of 35 years of rigorous, evidence-based research and a focused three-year program of study on what moves people to change behavior.
You’ll learn the six universal principles of persuasion, how to use them to become a skilled persuader, and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
SPIN Selling by Neil Rackham
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you’re in sales — or if you manage a sales force — you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN — Situation, Problem, Implication, Need-payoff — is already in use by many of the world’s top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don’t work for large sales. He unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
We are always looking for new books to add to the library — what are your favorite sales and customer service-related reads? Share them with us below.
Book descriptions from Amazon.com and Google Books.