Hello redosam,
Thank you for your question.
As I am sure you are aware, there is a plethora of sales books,
courses, training programs and videos in existence and most will be
available for purchase over the Internet. I'll try to select some of
the best for you to examine.
Probably high on anyone's sales and interpersonal training courses
list is Dale Carnegie's course which you can find at
http://www.dale-carnegie.com/ . Under Training for Individuals, they
note:
"Dale Carnegie Training® has helped individuals become successful
professionals for nearly a century. We offer a comprehensive catalog
of courses, seminars and training products that enable you to grow and
prosper both professionally and personally.
You are the key to your organization's success. Whether you are a CEO
or an intern, you are essential to the prosperity of your company.
Our courses enable individuals to move beyond their comfort zone and
achieve real performance improvement. Dale Carnegie Training® programs
encourage interaction and participation. These programs challenge you
to reach your stretch goals so you can achieve your own personal
breakthrough."
Professional Learning at
http://www.professional-learning.com/books.htm lists and offers for
sale the top 50 books on selling. Their top 10 included in this list
are:
1. The New Strategic Selling : The Unique Sales System Proven
Successful by the World's Best Companies
by Stephen E. Heiman, et al. Paperback (January 1998)
2. Spin Selling
by Neil Rackham(Preface). Hardcover (December 1998)
3. Selling To VITO (The Very Important Top Officer)
by Anthony Parinello, Denis Waitley(Introduction). Paperback (1999)
4. Solution Selling: Creating Buyers in Difficult Selling Markets
by Michael T. Bosworth. Hardcover (1995)
5. The Greatest Salesman in the World
by Og Mandino. Paperback (February 1, 1983)
6. How to Become a Rainmaker : The People Who Get and Keep Customers
by Jeffrey J. Fox, Jefferey J. Fox. Hardcover (May 2000)
7. Cold Calling Techniques that Really Work!
by Stephan Schiffman(Introduction). Paperback (April 1999)
8. The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises
and Resources
by Neil Rackham. Paperback (May 24, 1996)
9. The New Conceptual Selling : The Most Effective and Proven Method
for Face-To-Face Sales Planningtop
by Stephen E. Heiman, et al. Paperback (October 1999)
10. The Sales Bible
by Jeffrey H. Gitomer, Jeffery H. Gitomer. Hardcover (November 1994)
..and many more, all with customer ratings.
Red Hot Sales at http://www.redhotsales.com/content.asp?ID=119 offers
a demo video of their training courses on sales.
Enterprise Media at http://www.enterprisemedia.com/ offers videos for
sale and their top selling sales training videos include:
Sell, Sell, Sell
Description: This is the most popular film in the classic library. The
title of this motivational "tour de farce" says it all. A rousing way
to open or close any meeting, reminding the audience how all business
is based on one thing - selling.
Super Salesperson
Description: Smilin' Ed may be a great salesman, but his seminars are
about as much fun as a root canal. His cranky audience will do just
about anything to get a break. But when Ed offers to auction off a
coffee break, they finally get a humorous lesson in the fine art of
selling.
And many more, all with small video clips to preview their offerings.
Business2.com at http://www.business2.com/webguide/0,1660,2135,00.html
lists their 19 top picks for sales education on the web. Some of their
choices include:
Baylor University's Center for Professional Selling
Recognized as one of the premier information and leadership resources
for collegiate students and sales professionals in the nation. Engages
in educational, developmental, and research functions.
Impact Learning Systems
Provides customer contact skills training for customer service,
technical support, and sales representatives. All training programs
are customer-focused and skills-based.
KnowHowZone
Review, purchase, and instantly take one-hour, self-paced courses.
Courses are chosen from an extensive catalog of high-impact, how-to
titles for all sales professionals.
and...
SalesDogs
SalesDogs is a whole new approach to learning and improving in sales.
The techniques and philosophies behind SalesDogs are built on
fundamental sales strategies and are fun and easy to learn.
Justsell.com at http://www.justsell.com/ has an impressive listing of
books and sales tools on their shopping page including well known
classic audio tapes such as:
Brian Tracy's classic audio set, "The Psychology of Selling" and
currently offer a free copy of Paul Goldner's book, Red-Hot Cold Call
Selling with purchase.
They also have "Salespaks" which are packages of books, videos and
tapes targeted to a particualr aspect of selling. I was impressed by
their choices. Examples of their package targets include:
management salespak I
for new sales managers, fresh from the front line now its time to lead
kick off the next era of your career by honing your basic sales &
leadership skills
management salespak II
for those sales managers who walk their talk by reinforcing their
basic sales & management skills and adding to their professional
repertoire of knowledge
salespro salespak I
A great value for those salespeople with a limited budget and the
desire to continually fuel their sales growth
For example, the above package includes:
Soft Sell
A paperback copy of Soft Sell by Tim Connor... one of the best
comprehensive books on selling ever written... pure selling from
end-to-end.
High Probability Selling
A copy of High Probability Selling by Jacques Werth & Nicholas Ruben
brings selling out of the traditional depths of confrontation and
resistance and establishes a new, mutually respectful relationship
between the sales professional and the prospect. This process is
winning over seasoned reps and can help new people start out with the
right focus.
Selling Power Magazine
A one year subscription to Selling Power Magazine be continually
educated, motivated and inspired a must if you’re serious about
selling we’ve met these people and they work incredibly hard to
produce this monthly resource for your enjoyment and improvement.
How to Win Friends & Influence People
a free copy of the sales classic How to Win Friends & Influence People
by Dale Carnegie... don’t let the title mislead you nearly every sales
professional we know has read and reread this book voted the best
sales book of all-time by justsell.com’s community this one is on us
because we know it'll have a positive impact on your sales career
we’ll buy it for you but it’s up to you to read it and put into
action.
Free shipping in the United States
product number: JSSP05 price: $65.90
They have a variety of packages at a wide range of price points for
your consideration.
And last, the Richardson training Company at
http://www.rctm.com/app/Category/315.html has a wide variety of
training materials available including some on CD-ROM. For example:
SITUATIONAL SELLING
EXTENDING OUR UNDERSTANDING OF INFLUENCE TO SALES
This information-rich text offers salespeople a road map to
professional development and success. It is a compelling summary of
research-anchored behavioral science concepts as they apply to
leadership and the specific process of selling.
25 ROLE PLAYS FOR NEGOTIATION
Negotiation Pointers Taken from Real-Life
Drawn from real-life experiences, these role plays will get
participants thinking and acting like negotiation experts.
Participants will have the opportunity to practice skills like climate
setting, bargaining, and settlemet so they'll be prepared for any
situation on the job
BE PREPARED TO SELL
How to Sell a Product, a Proposal or an Idea to a Group
No matter what you're selling, whether it's oranges to grocers or a
new benefits package to your employees, the principles of sales
success are the same.
..and many more.
As I mentioned in the beginning, any search for this type of training
will produce thousands of hits. The list I have compiled above is a
sampling of sites that looked well produced, popular and will provide
you with a variety of media to purchase including tapes, videos, books
and CD-ROMs. I trust you will find interesting options perusing this
list.
Search strategies:
best sales training +programs OR Books OR reviews
If anything is unclear above, please do ask for clarification.
Good luck honing your selling skills.
Regards,
-=clouseau=- |
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