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You are here: Home / Free Resources / Recommended Reading

Recommended Reading

Sell more with Monday Morning Sales Tips.
Required reading for sales professionals to sell more.

Ever notice that all the great sales and business  professionals are avid readers?  All great salespeople read. Here’s a recommended reading list for you to improve your selling and get better sales results.  You can buy Monday Morning Sales Tips here.

Here are more suggestions:

Selling

Allesssandra, Tony, Wexler, Phil, Barrera, Rick. Non-Manipulative Selling. New York: Simon & Schuster, 1987.

Dimitrius, Jo-Ellan and Mazzarella, Mark. Reading People. New York:  Random House, 1998.

Johnson, Kerry L. Mastering The Game:  The Human Edge in Sales and Marketing. California:  Louis & Ford Co., 1987.

Goleman, Daniel. Emotional Intelligence.  New York:  Bantam Books, 1995.

Schreier-Fleming, Maura, Real-World Selling for Out-of-this-World Results.  Indiana: 1st Books, 2002.

Persuasion

Cialdini, Robert B. Influence:  The New Psychology of Modern Persuasion. New York: Quill, 1984.

Listening

DeVito, Joseph A. The Interpersonal Communication Book. New York: HarperCollins, 1992.

Nierenberg, Gerard.  How to Read a Person Like a Book. New York: Barnes and Noble, 1993.

Knight, Sue. NLP at Work. London: Nicholas Brealey, 1995.

Murphy, Kevin. Back-To-Basics Listening. New Hampshire:  Eli Press, 1993.

Tannen, Deborah. Talking From 9 To 5. William Morrow and Company, Inc.  New York: 1994.

Questioning

Rackham, Neil.  Spin Selling. New York: McGraw Hill, 1988.

Webster, Bryce, The Power of Consultative Selling.  Prentice Hall, 1987.

Related Business Skills

DeBono, Edward. deBono’s Thinking Course.New York: Facts On File, 1982.

RoAne, Susan. How To Work A Room. New York: HarperCollins, 2000.

Von Oech, Roger. A Whack On The Side Of The Side Of The Head. New York: Warner Books, 1983.

Woolf, Barry. I Can’t Believe I said That!. Missouri: Walsworth Publishing Co., Inc.,  1991.

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Selling Tips

*Try to listen to contrary ideas with less emotion. Focus on the idea before you react. You will be a better listener if you first avoid emotions and try to understand.

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura's ideas on "more brain...less mouth" selling to make your selling easier and more successful.

Maura's Allbusiness blog posts

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