Book recommendation on sales. thinking powers
Sales work is definitely a mental activity, and everyone will encounter all kinds of problems every day. How to think and analyze effectively in the face of problems, and finally get the best solution, is what a salesperson often has to do.
High IQ does not mean high thinking ability, IQ is innate, and efficient thinking methods can be developed through acquired exercise. Good thinking mode and efficient thinking habits can help salespeople to be more open-minded and creative when analyzing complex problems and dealing with difficulties.
There are many such books. I recommend three for you this time. What was the first book? Parallel thinking? The founder of the model? Dr. Bono's representative work "Six Thinking Hats" is short, pithy and highly operational, and it is an introductory reading. The remaining two books are two works by Japanese management master Kenichi Ohmae, The Art of Thinking and the Power of Intelligence. These two books explain how to think from a more microscopic perspective and get closer to everyone's actual work and life.
Recommended Index of Six Thinking Hats ★★★★★☆☆☆
Thinking technology recommendation index ★★★☆☆☆
Intelligence recommendation index ★★★★☆☆☆
Second, the sales psychology
Many salespeople say, what is sales? Fuck people? * * The old man also said? It's fun to fight with people? . Since sales is a job that needs to deal with all kinds of people all day, how to master each other's psychology so as to exert effective influence and finally achieve the sales goal is a difficult problem that many salespeople have to face.
Sales psychology can help us analyze the subtle relationship between people and tell us the real reasons behind some puzzling things that happen between people. So as to sum up a set of effective methods, so that salespeople can influence each other more deeply in the process of interacting with customers.
I recommend three books to you in this series. Let's not talk about "influence". I have been recommending it since 2005. Now basically, the old sales of our company have seen it many times. I don't think it's too much for everyone to read it again. There is nothing to say. It's a good book!
The weakness of human nature, Master Ka's famous masterpiece, is it still there? Street book? Yes, but the light of truth still shines, which is well worth reading.
The first two books are psychology books, but I hope everyone can read them as sales reference books, so as to gain more. "How to Influence Customers' Purchase Decision" is a special sales book, which is more targeted, but it is out of stock now and can't be bought on Dangdang. You can go to Taobao Bookstore to find out, and you will get something.
Impact recommendation index ★★★★★★★
"The weakness of human nature" recommended index ★★★★★☆☆
How to influence the recommendation index of customer's purchase decision ★★★★★☆☆
Third, telemarketing ability.
This series of books is more recommended for telemarketers. Although telemarketing and outbound sales are both sales, after all, there are great differences in methods because of different environments and methods. After all, the process of telemarketing is not to meet customers, but to conduct it by telephone, so the requirements for salespeople in grasping customers' psychology and answering related questions will be higher. However, the three books in this series will also be of great help to foreign sales friends. After all, every strange visit needs to start with a telephone appointment, and we often communicate with customers by telephone, so it is very necessary to master solid telephone skills.
"Psychology in Telemarketing" and "Telemarketing Practical Training" are a series of books, which are relatively thorough in analyzing and expounding telemarketing in the market.
The book "How to Call" focuses on the analysis of some examples, in which a large number of classic telemarketing cases are reproduced, hoping to bring you new ideas and methods.
Psychological recommendation index of telemarketing ★★☆☆
Telemarketing Training Recommendation Index★★★★☆☆☆
"The phone should be called like this" recommendation index ★★★☆☆☆
Fourth, the ability to ask questions.
When I do sales training, I often ask you, as a salesperson, what is it? Say? Important, or? Listen. Important; What is this? Listen. Important, or? Ask? Does it matter? Almost all sales will answer? Ask? Is the most important.
Indeed, in the process of communicating with customers, a salesperson should ask each other more, let himself talk less and listen to customers more, so as to know the information of the project and customers to the greatest extent.
An effective questioner can not only ask the answers he wants through logical questions, but also guide customers with efficient questions and inspire them to think deeply. Therefore, the ability to ask questions can be said to be the most important ability of a salesperson!
Here are three books to recommend to you, the most noteworthy of which is SPIN Sales Giants, which is the representative work of neil rackham, the originator of contemporary key account sales theory. As soon as this book came out, it opened a new era of sales. At present, most domestic sales theory books for big customers are basically from this book. This book is comprehensive and detailed from the past to the future, from macro to micro, from theory to method. This book is the best choice if you want to improve your inquiry ability.
The First Book of Automobile Sales is the work of Sun Luhong, one of the few masters in China. Although it is about car sales, it is similar to the sales of big customers, and you can find relevant inquiry skills from it.
Recommended index of problem selling method ★★★☆☆☆
Spin sales giant recommendation index ★★★★★★★
The first recommended index of automobile sales ★★★★★☆☆
Verb (abbreviation for verb) persuasion ability
A good salesperson is an expert in influencing others. How to make the other side recognize their own views and how to make the other side accept what they want to convey is the basic skill that every salesperson must pass. We talk about value transfer every day and how to make customers accept our value every day. But I am also surprised to find that different people will bring different feelings to customers for the same content, which is the embodiment of a person's persuasion ability.
Here are three books to recommend to you. The book The Story Winner is very interesting. It teaches people how to vividly show their ideas in the form of stories, so as to achieve the purpose of influencing others. Very practical. A salesperson who can tell a story is certainly more likely to impress his customers when delivering value to them.
The book "50 Secrets of Persuasion and Persuasion" is another work by the author of "Influence", which can be regarded as a collection of actual cases of "Influence". He shows every factor of influence with rich cases, so that everyone can find ways to influence and convince others.
Take Orders with Your Brain is another work by Sun Luhong. The most lethal weapon to convince the other side is to mobilize the right brain of the other side. How to stimulate customers with the right brain is explained in detail in this book.
"Story Winner" recommendation index ★★★★★☆☆
Persuasive recommendation index ★★★★★☆☆
"Take orders with your brain" recommendation index ★★★★★☆.
Sixth, negotiation ability.
Almost every sales process involves negotiation. Salespeople will often encounter occasions that need negotiation: negotiation with customers, negotiation with channel partners, negotiation with company colleagues, negotiation with superiors and so on. Many salespeople have a smooth sales process in the early stage, but that's because they have no sense of negotiation, or they don't have effective negotiation skills. In this way, the final profit of the project is squeezed by all links. So there is a saying: good negotiation is the best way to make a profit!
There are too many books about negotiation on the market, so I only chose three books for you.
Advantage Negotiation is the work of American negotiator Roger Dawson, which comprehensively and systematically tells the content of negotiation. What is Negotiation is a concise book with vivid language and strong readability. The book "Win-Win Negotiation" takes a different approach and puts forward new negotiation ideas and concepts, with less blunt skills, more negotiation ideas and more harmony.
Win-win negotiation recommendation index ★★★★★☆
"What is negotiation?" Recommended index ★★★★★☆☆☆
Advantage negotiation recommendation index ★★★★☆☆☆
Seven, expression ability
In sales work, we often have to face various occasions that need to be presented: technical exchange, bidding, channel training, market activities and so on. If the sales call is one-to-one communication, then the demonstration is one-to-many communication. Visiting customers is a sniper, pay attention to stability; The presentation of many people is like carpet bombing, which pays attention to shock and strength.
A good presenter can impress the audience in just ten minutes and establish an absolute competitive advantage. Therefore, for a key account salesperson, presentation ability can be said to be a weapon of mass destruction. If it can be used reasonably, it can get unexpected results.
This series recommends two books to you. "Easy Speech-A Dai Series", A Dai series books are American series books, covering communication, management, marketing, sales and other aspects, which are very good. You can pay attention to them. This easy-to-understand book should be the most comprehensive, popular and readable book in the demonstration class.
The book "Technology Demonstration Strategy" is the so-called key account sales field? Master? -Ding Xingliang, pursuing "takenism". He patched it all together and said he was original. Although he has published many books, most of them are rubbish. Apart from his book, it is really a good book (probably related to the existence of the second author). Although this book is about the demonstration skills in the sales process of management software, IT can still be fully used for reference by salespeople who sell IT hardware products. More targeted, closer to our actual sales.
Technical demonstration strategy recommendation index ★★★★☆☆
Recommended index of easy speech: A Dai series ★★★★★ ☆ ☆.
Eight, self-management ability
Self-discipline is one of the important qualities that an excellent salesperson must possess. The nature of sales staff's work is quite special. They don't need to clock in from nine to five, except for the weekly meeting, they spend most of their time wandering outside. How to grasp and make good use of the relatively free time and achieve the goal more efficiently is the ability that every salesperson must master.
There are a large number of books on self-management and time management. Here are three books to recommend to you.
The book "Seven Habits of Highly Effective People" can be said to be a basic reading for many enterprise employees. From this book, more than N training companies and courses have been developed. This book seems simple, with only seven idioms, but it is rich in connotation and extension. I suggest you read it carefully and cultivate such good idioms.
How to Control Your Time and Life is claimed to be the most printed time management book in the world, and it may also be the earliest time management booklet on the market. Although the book is not thick, it tells the most classic theories and methods of time management, which is suitable for people who are not very familiar with the related theories of time management.
The book Deciphering Emotional Codes tells how to manage emotions effectively. Salespeople have to face all kinds of emergencies every day, and their lives are under great pressure. If you can't manage your negative emotions effectively, it will directly affect your work. So this book is more valuable to sales staff.
Seven habit recommendation indexes of highly effective people ★★★★★★☆.
"How to Control Your Time and Life" Recommended Index ★★★★★☆☆
Recommendation index of "Cracking Emotional Password" ★★★★☆☆☆
Nine, customer relationship ability
Although I have always emphasized solution-based sales and advocated value-based sales in my own sales and follow-up training, if I can't establish a good personal relationship with customers in a short time, I can't achieve smooth communication and it is difficult to use various sales methods and skills. Therefore, customer relationship ability is the basic skill of big customer sales, and it is also a threshold that must be passed.
So how to quickly break through the customer relationship? Is the customer relationship we are talking about that simple and low-level? Triaxial? And then what? Is it true that customer relationship ability is born and can't be learned, as some people say? In fact, there is a way to establish a good relationship with strangers.
However, because this type of book is really rare in the market, in order to effectively share some efficient ways to do relationships within the company, I published a booklet in 2005, which specifically talked about how to do customer relationships. I can share it with you sometime.
The three books recommended today are very good textbooks in this field.
The name Mind Manipulation sounds fantastic, but it is a rare good book. He analyzed how to understand the complexity and root of human nature from the perspective of psychology, learned how to gain insight into people's psychology, and knew how to establish prestige and exert influence, so as to control people around him.
The book "Teaching friends how to do a good job in sales" can be regarded as a collection of practical cases, in which various methods and means of making relationships are worth learning.
Carnegie's communication and interpersonal relationship are the works of another master. It's been a long time, but it's still classic
Psychological manipulation recommendation index ★★★★★☆
"Make friends and sell well" recommendation index ★★★★★☆☆
Carnegie recommendation index of communication and interpersonal relationship ★★★★★☆☆
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X. Project control ability
The bounden duty of key account sales is to complete the sales task and achieve the goal. The completion of tasks and goals is accumulated by the success of a project. Therefore, project control ability is an essential ability for a mature sales staff of key accounts. How to see a project clearly, how to analyze the current situation, how to determine the next action, how to deploy the next key work, etc. , are the embodiment of the project control ability.
There are not many books about project control in the market. This time, I recommend two foreign ones, 1 domestic ones.
The book "Competitive Sales" actually implies the idea of how to hide the opportunity stage in the project, preemptively, and establish their own competitive advantage. It provides a classic six-stage sales model, which is especially suitable for the competitive market environment.
The book "New Strategic Marketing" is another master in the field of sales, Miller? Hyman's masterpiece. There is something wrong with the translation of the topic. In fact, this book is not about marketing, but about sales. New strategic sales? This will be more appropriate. This book focuses on how to formulate the project strategy, the strategy before the customer visits, the next action plan and so on.
I'd like to recommend the book "Nine Questions to Win a Single Order". This book was written by a friend of mine, and we exchanged a lot in the process of writing. Although this book focuses on software sales, the theories and methods in IT are very suitable for our IT hardware sales. The theoretical analysis of this book is thorough, and a large number of domestic real cases are interspersed among them. Between the lines, sales value and solution-oriented sales are everywhere. It is definitely a rare good book.
Competitive marketing recommendation index ★★★☆☆☆☆
New strategic marketing recommendation index ★★★★★☆
The recommendation index of "Nine Questions and Winning Orders" ★★★★★☆.
XI。 Solution-based sales ability
Only the sales model that pays attention to customers' business, helps customers solve practical problems and measures the value brought to customers is the real solution sales model. Only such a sales model can bring the greatest value to customers, avoid unnecessary vicious competition and bring the greatest profit return to enterprises.
This series recommends three books, each of which is super heavyweight.
The book Revolution of Sales was written by Rackham, a leading figure in the field of global sales research. As long as it is a big customer salesman, you should read it again and again, saying that all salesmen should worship it. This book changed the global sales pattern and model at the end of the 20th century, and brought an epoch-making revolution to enterprise sales, sales teams and sales management. Until now, the contents and ideas of this book are still of positive significance to the sales staff of key customers.
The yellow book "Re-creating Sales Miracles" basically belongs to the old sales staff of our company. Author Keith? Idis first put forward the concept, process and tools of solution-based sales, which can be learned in this book. However, this book is theoretical and has an average translation level, so not many people have actually read it. However, if you really want to understand the essence of solution-based sales, I suggest you read this book with a painful and happy mind.
Spin high-priced transactions are related to neil rackham. This book is the work of the senior vice president of Haswell, a consulting company he founded. This book makes a more detailed analysis of the spin mode and competition mode in today's market. When brands, products and services become more and more homogeneous, the professionalism of salespeople becomes the only competitive advantage. This book analyzes in detail how salespeople should use it. Insight? Help customers create value.
"Revolution in Sales" Recommended Index★★★★★★★
Re-create sales miracle recommendation index ★★★★★★★
SPIN high-priced transaction recommendation index ★★★★★☆.