If you’re interested in consultative selling, you might want to do some follow up reading on the subject.
There are a lot of good books available on consultative selling, but these are my favorite, in no particular order.
SPIN Selling by Neil Rackham
SPIN Selling is my favorite book on selling, and the #1 book I recommend specifically on the topic of consultative selling books. What’s different about SPIN Selling is that the book is based upon quantitative and qualitative data collected from actual sales reps. It’s also focused on large and more complex sales, where many more things can go wrong in the process. Rackham shares his SPIN framework, and the current literature still supports his approach, even thought the book is now 30 years old.
The Challenger Sale by Matthew Dixon
The Challenger Sale takes a slightly different approach to the subject, suggesting that buyers are looking for a sales experience includes learning something. In consultative selling, teaching our buyers, leading the sales process, and challenging our potential clients’ status quo are critical skills, all of which you can learn in The Challenger Sale.
Never Split the Difference by Chris Voss
Chris Voss, the author, spent his career as an FBI hostage negotiator. His experience is captured in this book, with a focus on negotiation and the art of conversation in high stakes situations. I recommend you read this to learn about how to build trust, rapport, and techniques to use to understand what people really want in any negotiation.
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