Sales

best sales books

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Is your goal for this year to increase your sales, bring in new clients or customers, and grow your business?

If so, consider taking some time to learn from the experts—starting by putting together a reading list.

Here you will find a list of the best sales books to read this year, updated for 2018. This list covers a wide range of sales topics, from overall sales strategies, key closing tactics, how to successfully manage a sales team, and how to incorporate psychological principles into sales.

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Briana MorgaineBriana Morgaine
sell me this pen

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“Sell me this pen”—it’s a common sales trope:

A salesperson sits in the office of a high-powered executive, hoping for a chance to join an important sales team.

The executive hands the salesperson a pen, and says something like, “Okay, go ahead—sell me this pen.”

Does this scenario ever happen in real life? Possibly. Is it a little cheesy? Most definitely.

However, the idea that someone should test a salesperson’s prowess by asking them to sell something, right on the spot, has its merits.

So, if you are looking to expand your business by hiring a salesperson, keep reading. Here’s how you can use this exercise to ensure that you are hiring the right salesperson for your team.

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Briana MorgaineBriana Morgaine
sales questions

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If you’ve determined that you’re ready to hire a sales team (or take on a single salesperson), you might be wondering what kind of sales questions you should go about asking them to figure out if they are a good fit for your business.

After all, you might not know very much about sales yourself—so how do you vet a salesperson and make sure you are choosing someone who will be a good match?

Here is a list of great sales questions that will help get to the heart of a salesperson’s style, personality, and experience, to help you decide if they’re a good addition to your team.

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Briana MorgaineBriana Morgaine
sales definitions

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If you’re a new small business owner, you might not have necessarily come from a sales background.

After all, you got into business because you have a skill or product you know someone needs—but you might not have considered the fact that you may have to convince them they need it.

These sales definitions will help you feel more confident going forward with sales for your new small business—so be sure to keep reading.

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Briana MorgaineBriana Morgaine
follow up email

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So, you’ve sent out that perfect sales pitch email to a new prospective client.

You did your research, you worked in your favorite sales techniques, and you thought your email was really strong.

And now? Nothing. You still haven’t heard back from the client you’re chasing, and your inbox remains stubbornly empty.

What do you do? Do you walk away, assuming that they’re just not interested?

You could—or you could send a great follow up email that really hooks them, and brings them back around, enabling you to close the sale. At this point, what have you got to lose?

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Briana MorgaineBriana Morgaine