Books

This newest book written by renowned author and sales training expert Linda Richardson outlines a battle-tested, six-step program to help sales professionals sell solutions, not just talk about product features. The book presents 20 quick and powerful lessons that help readers take advantage of their natural selling talents and strengths.

The Sales Success Handbook is part of McGraw Hills' Professional Education Series. These quick reads are based on some of McGraw-Hills' bestselling books from Jack Welch, Colin Powell, Vince Lombardi Jr., and more. The books are designed to meet the needs of busy professionals and include a reduced and manageable page count for readers on the go or those who only want the main themes of a book.

As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers — a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by Linda Richardson, who teaches sales management at the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach one's peers and oneself.

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Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results — dramatically higher sales and stronger customer relationships — regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

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This book offers what every salesperson needs to sell products or services in the coming decade with step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often-unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in-groupsales situations, it is packed with practical, how-to skills. Specifically, this book explains: how to package presentation materials-and the salesperson-to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections, and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention.

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Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call. Published by John Wiley & Sons

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"Winning Negotiation Strategies is a book that should be in every executive's library. And because of its practical approach it will become a much thumbed-through volume."
— Financial Services Times

"This book is full of practical advice on negotiation strategies and techniques -- real tactics the calling officer can use with customers and bank management everyday."
— Banker's Middle Market Letter