A machiavellian approach to sales, particularly dealing with the politics of the client organisation. Includes a useful self-
The definitive works on negotiating. Lots of case study examples. Combined with Gavin Kennedy’s book, this should be required reading for any negotiator.
An influential book for large organisations dealing with big accounts. Includes a Buying Influencer model helpful for consultants and extends the theme of understanding the needs of different influences. Also covers multi-
My personal favourite! I burnt my feet horribly while sunbathing, I was so absorbed in it! Each chapter opens with a quiz to stimulate your thinking and ends with the answers. Useful for anyone, from selling your car to negotiating that multi-
The current “classic” for professional firms. Includes the ubiquitous four box model covering different consulting providers. Use the ideas for yourself or for your firm. The chapter Are You Having Fun Yet? will make you think about your own development, as will the chapter on Dynamos, Cruisers, and Losers.
Helps you understand how SPIN selling came about and why it works. Deals well with the face to face skills of selling and the particular dread of many professional sales people – the close.