Turkey Day is now over, which means potential customers are out in droves to take advantage of the holiday sales. AMACOM has decided to address sales professionals across the globe and give them some handy reading material in order to make the most out of this holiday season. We will have guest posts on web selling, pricing during the holidays, sales and customer service relationships during the holidays, and how to build a winning sales force team. So to kick off this weeks theme of “Sales During the Holiday Season” here are some recommended titles to get you going.
Smart Selling on the Phone and Online: Inside Sales That Gets Results by Josiane Chriqui Feigon
The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance.
Pricing for Profit: How to Command Higher Prices for Your Products and Services by Dale Furtwengler
Many small business owners are trapped by industry pricing and market misconceptions, when they could be compensated for the true value of the product or service being offered. The low price they feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. The good news is that a business can command almost any price it chooses by focusing on the value—not the cost—to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and charge more for their wares (regardless of the competition) without alienating their customers.
Who’s Your Gladys?: How to Turn Even the Most Difficult Customer into Your Biggest Fan by Marilyn Suttle and Lori Jo Vest
Every customer-oriented business has its own Gladys—someone who demands more than most companies are able or willing to give, one who pushes front-line service representatives’ buttons, one who requires a higher degree of skill to manage. One who—let’s just say it—can be difficult. Yet how is it that some businesses prove able not only to satisfy their “Gladys”, but turn her into one of their most loyal, utterly pleased customers?
Building a Winning Sales Force: Powerful Strategies for Driving High Performance by Andris A. Zoltners, Ph.D., Prabhakant Sinha, Ph.D, and Sally E. Lorimer
Sales force effectiveness drives every company’s success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.
Combining recent research findings with real-world examples from his consulting practice on customer experience, William J. Cusick examines how the subconscious part of the brain drives the decisions and behavior of every customer on a daily basis and introduces the concept of “the irrational customer.” All Customers Are Irrational shows why businesses must change their approach to attracting and retaining customers, and proposes ways they can alter their strategies on everything from customer research, product design and website development to call center management, employee recruitment, and retail store layouts, by focusing on what customers are actually doing instead of what they’re saying.
When it comes to copy, what works in the brick-and-mortar world does not necessarily grab Web consumers…and with new developments like social networks, blogs, and YouTube, the strategies that worked even a few years ago are unlikely to attract people’s attention. Completely updated for the current online marketplace, Web Copy That Sells gives readers proven methods for achieving phenomenal success with their online sales and marketing efforts.
Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself.
Buying Styles: Simple Lessons in Selling the Way Your Customers Buys by Michael Wilkinson with Richard Smith, Tierah Chorba and Lynn Sokler
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual “buying styles”…and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a “learning adventure,” Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale…and decides to find out why.