Sales Force Managers Book Reviews

Written by behavioral scientists, this book contains eye-opening insight into why people dislike sales. Part 1 contains clear diagnoses for every conceivable form of sales reluctance and Part 2 provides prescriptions to counter/remedy these impairments. The implications of this research are far-reaching.

George W. Dudley & Shannon L. Goodson, The Psychology of Sales Call Reluctance (Behavioral Sciences Research Press, Inc., 1999)

This book contains so much practical advice about persuasive communication, prospecting, and question-based selling you will need to read it multiple times. Learn how to create interest, actively listen, overcome objections, close for commitment, stay motivated and deliver value to your customers. Example dialogues of the proper and improper application of sales techniques are found throughout this book and its follow-up (see below).

Art Sobczak, How to Sell More in Less Time with No Rejection
(Business by Phone Inc., 1995)

As necessary a part of your library as Volume 1, this book is full of how-to ideas and tips to help salespeople avoid mistakes and improve their skills. Art’s books are very easy to read and extremely useful.

Art Sobczak, How to Sell More in Less Time with No Rejection, Vol. 2
(Business by Phone Inc., 1998)