Taking Control of the Customer Conversation

Written by Matthew Dixon and Brent Adamson, The Challenger Sale continues to be one of the top selling books 15 years after it's first publication. Find out who we recommend the book for, what we like about it and don't like about it.

Challenger Sale

An Easy & Proven Way to Build Good Habits and Break Bad Ones

No matter your goals,&nbsp;Atomic Habits&nbsp;offers a proven framework for improving--every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results. If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change. You do not rise to the level of your goals. You fall to the level of your systems. Here, you'll get a proven system that can take you to new heights. Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. Here, he draws on the most proven ideas from biology, psychology, and neuroscience to create an easy-to-understand guide for making good habits inevitable and bad habits impossible. Along the way, readers will be inspired and entertained with true stories from Olympic gold medalists, award-winning artists, business leaders, life-saving physicians, and star comedians who have used the science of small habits to master their craft and vault to the top of their field.

Atomic Habits - James Clear

HOW TO LEVERAGE SALES SPECIFIC EMOTIONAL INTELLIGENCE TO CLOSE THE COMPLEX DEAL.

The new psychology of selling.The sales profession is in the midst of a perfect storm. Buyers have more power – more information, more at stake, and more control over the sales process – than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyersclinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge”, “teach”, “help”, give “insight”, or sell “value”. And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.&nbsp;Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge – controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch – are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elitegroup of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling – Sales EQ – to keep prospects engaged, create true competitivedifferentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.&nbsp;In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:&nbsp;<ul><li>How to answer the five most important questions in sales to make it virtually impossible for prospects to say no</li><li>How to master seven people principles that will give you the power to influence anyone to do almost anything</li><li>How to shape and align the three processes of sales to lock out competitors and shorten the sales cycle</li><li>How to flip the buyer script to gain complete control of the sales conversation</li><li>How to disrupt expectations to pull buyers towards you, direct their attention, and keep them engaged</li><li>How to leverage non-complementary behavior to eliminate resistance, conflict, and objections</li><li>How to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stalling</li><li>How to tame irrational buyers, shake them out of their comfort zone, and shape the decision making process</li><li>How to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markers</li><li>And so much more!</li></ul>

Sales EQ - Jeb Blount

Neil Rackham&nbsp;is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

Major Account Sales Strategy - Neil Rackham

No Book this episode

After reading "Start with Why" the Sales Bookclub Podcast guys decide to talk a little bit about their past and why they are in sales.

Getting to know US 

How Great Leaders Inspire Everyone to Take Action 

People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it.Start With Why&nbsp;shows that the leaders who’ve had the greatest influence in the world all think, act, and communicate the same way — and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Start with Why - Simon Sinek

How Your Authentic Self Sells You! (With a special visit from Larry)

LARRY JOINS US FOR A PORTION OF THE EPISODE!Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales.&nbsp;Selling From The Heart&nbsp;is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed!

Selling From The Heart - Larry Levine 

Winning Customers Away From Your Competition

It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:<ul><li>Ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.</li><li>Understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.</li><li>Developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.</li></ul>

Eat Their Lunch - Anthony Iannarino

The Essential Handbook for Prospecting and New Business Development. 

Whether you’re a salesperson, sales manager, executive or entrepreneur, if you or your team are expected to bring in new business, you need a proven formula for prospecting, developing and closing deals. New Sales. Simplified. is the answer.

New Sales. Simplified. - Mike Weinberg

Actual working sales guys reviewing books and sharing their respective insights

We are REAL sales people reviewing books that influence and shape the way we sell and live. We review books on sales, leadership, or anything we find interesting and helpful in our professional lives.

The Sales BookClub Podcast

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