Buzz
Để thành công trong bán hàng ngày nay, bạn cần cập nhật chiến lược và quy trình làm việc mới nhất. Hãy xây dựng những thói quen và kỹ năng mềm để duy trì mối quan hệ lâu dài trong ngành B2B SaaS.
Với hàng trăm cuốn sách để lựa chọn, không dễ để biết bắt đầu từ đâu. Chúng tôi đã chọn ra những cuốn sách hữu ích nhất để giúp bạn trở thành người bán hàng giỏi hơn.
Sách về Phương pháp bán hàng
Spin Selling – Neil Rackham Phương pháp bán hàng gồm bốn phần của Neil Rackham đã trở thành nền tảng cho các đại diện bán hàng. Cuốn sách đơn giản hóa quy trình bán hàng xuống còn bốn bước: SPIN, viết tắt của tình huống, vấn đề, hàm ý và sự cần thiết phải đền đáp.
Chiến lược Bán hàng
Gap Selling: Getting The Customers To Yes – Keenan Published in 2018, Gap Selling is one of the newest sales methods. Keenan has developed a framework to address some of the issues he has seen in sales organizations as a consultant for the past 10 years. The book encourages sales reps to focus on the problem rather than the solution. Keenan's strategy revolves around a deep discovery process to understand and quantify the full scope of the customer's current situation and desired future state.
The Challenger Sale: Taking Control Of The Customer Conversation – Matthew Dixon & Brett Adamson Another book encourages sales reps to rethink the buyer-seller relationship. The Challenger Sale argues that the best sales reps not only build relationships with buyers but also challenge them. Authors Brett Adamson and Matthew Dixon published the book in 2011 after interviewing many sales reps in the industry in the U.S. Their approach reflects the reality that buyers are more reluctant to buy software than ever before, regardless of how it may impact the company's profits. The book details the skills, knowledge, and strategies that sales reps need to push back when they encounter objections and close deals. According to Dixon, with nearly a million copies sold, the book has become a primary resource for many sales reps.
Books to enhance emotional intelligence
How To Win Friends And Influence People – Dale Carnegie Success in sales is not just about mastering various methods and frameworks, but also about relationships. Few books have had as much influence as Dale Carnegie's How To Win Friends And Influence People, which has sold over 30 million copies. The book offers advice on how to become a better listener, build stronger relationships, and handle arguments – all essential skills in sales.
Emotional Intelligence For Sales Success: Connect With Customers And Get Results – Colleen Stanley At the core of sales is connecting with people. In Emotional Intelligence For Sales Success: Connect With Customers And Get Results, Colleen Stanley emphasizes the role of empathy and active listening in the sales process. Throughout the book, Stanley, president and founder of Sales Leadership, provides practical steps to improve your emotional intelligence, tips on how to connect and influence buyers, as well as advice on how to identify ongoing tensions.
Start With Why: How Great Leaders Inspire Everyone To Take Action – Simon Sinek If you're looking for a book to help you become more persuasive with buyers or your sales team, look no further than Start With Why: How Great Leaders Inspire Everyone To Take Action by Simon Sinek. Published in 2009, the book seeks to explain what makes some people more influential than others. The detailed information in the book can be applied to everything from sales to leading your own company.
Mindset: The New Psychology of Success – Carol S. Dweck If there's one thing certain in sales, it's that you'll hear a lot of 'no's. Even the best sales reps have days of rejection. One key to sustainable success in sales is managing that failure. In Mindset: The New Psychology of Success, Stanford's Carol Dweck analyzes the difference between a fixed mindset (belief that their abilities are fixed) and a growth mindset (belief that abilities can be developed). Dweck argues that a growth mindset is the key to success and outlines tips on how to start thinking differently.
The Giving Tree – Shel Silverstein You might wonder why a children's book is on this list, but there's a lesson in this book that any sales rep can learn. The story revolves around a boy developing a relationship with a tree, where all he does is take from it until it is reduced to a stump. Amy Volas, founder of sales recruiting company Avenue Talent Partners, often views the book as a reminder that 'If all you do is take, there will be nothing left in the end.' Ultimately, the best sales relationships are those where you provide buyers with advice, resources, connections – even if they don't buy from you.
Books to improve communication skills
Weekend Language: Presenting With More Stories And Less Powerpoint – Andrew Craig & Dave Yewman If your sales presentations are full of terms like 'leverage,' 'seamless,' and 'synergy,' chances are customers will tune you out. Weekend Language argues that sales reps should ditch corporate speak and start speaking the way they do on weekends at parties and with friends. In this case, that means using simple terms and engaging stories. Throughout the book, authors Andrew Craig and Dave Yewman provide tips and techniques to enhance your storytelling abilities and apply it to your next sales presentation. If you're looking to freshen up your sales communication, read Weekend Language.
Just Fing Demo!: Tactics For Leading Kickass Product Demos – Rob Falcone In 40 quick pages, Just Fing Demo! gets straight to the point. The book argues that people's attention spans are decreasing, and they don't have the time or desire to sit through a full-blown product demo. Rob Falcone provides a step-by-step guide to help you trim the fat and tailor your presentation to better suit your audience to capture their attention better.
Books to hone closing skills
The Compound Effect: Jumpstart Your Income, Your Life, Your Success – Darren Hardy Success in sales, much like success in a career, stems from developing appropriate habits and doing small things consistently every day. The more sales reps can update their daily activities to maintain an effective workflow like posting on LinkedIn, searching and maintaining CRM, the more likely they are to surpass their quotas. The Compound Effect is a book about developing the habits needed for success in a career. According to the author, over time, these small habits will compound and help you grow.
Eat Their Lunch: Winning Customers Away From Your Competition – Anthony Iannarino There are three important questions that every sales rep needs to ask for the buyer to answer before they buy – why change? Why now? Why you? Eat Their Lunch focuses on answering the third question. In this book, Anthony Iannarino draws on his own experience as a sales leader to help reps win customers over to your side. The book focuses less on outsmarting your competitors and more on identifying who can best leverage your product and planning for each relevant party in the company.
Never Split The Difference: Negotiating As If Your Life Depends On It – Chris Voss And Tahl Raz Few moments in sales require as much focus and finesse as the negotiation phase with the buyer. Compromising too much or being too rigid can cause the deal to fall through. Chris Voss – a former FBI hostage negotiator, Voss has spent his career negotiating with kidnappers, bank robbers, and terrorists to keep everyone safe. Throughout Never Split the Difference, Voss and co-author Tahl Raz share negotiation skills and principles that can help anyone gain an advantage in any negotiation situation.
The Transparency Sale: How Unexpected Understanding And Understanding The Buying Brain Can Transform Your Results – Todd Caponi When it comes to persuading someone to buy your product, you often tend to cover up the flaws and make it seem perfect. But in the age of information where product reviews are just a click away, Todd Caponi argues that this strategy won't fool anyone. The Transparency Sale says that the key to speeding up the sales cycle is to eliminate half-truths and be honest at every stage of the sales cycle. That means you have to preemptively disclose the strengths and weaknesses of the product, which features are in development, and what discounts you can offer. Volas considers the book an important resource to help you build better relationships with buyers.
Fanatical Prospecting: The Ultimate Guide To Opening Sales Conversations And Filling The Pipeline By Leveraging Social Selling, Telephone, Email, Text, And Cold Calling – Jeb Blount Sales is a numbers game. The more you keep up with finding potential customers – sending emails, cold calling, and posting on social media – the more likely you are to achieve your quota. As the title of the book implies, Fanatical Prospecting helps readers master the techniques they need to maintain a full pipeline, from the first call to messaging on social media. If you've overcome these challenges, Jeb Blount advises you to read his book Objection.
>>Xem thêm: 10 trang web “gối đầu giường” mà dân làm Sale nào cũng nên biết
