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## Emotional Intelligence in Sales
- **"Emotional Intelligence 2.0" by Travis Bradberry & Jean Greaves**
- Harness the power of emotional intelligence to better understand customer emotions and motivations, enhancing rapport and trust in sales interactions.
- Harness the power of emotional intelligence to better understand customer emotions and motivations, enhancing rapport and trust in sales interactions.
## Behavioral Economics & Decision Making
- **"Predictably Irrational" by Dan Ariely**
- Explore how cognitive biases influence decision-making, providing insights into how customers make purchasing decisions and how to frame sales pitches effectively.
## Behavioral Economics & Decision Making
- **"Predictably Irrational" by Dan Ariely**
- Explore how cognitive biases influence decision-making, providing insights into how customers make purchasing decisions and how to frame sales pitches effectively.
## The Psychology of Buying
- **"Buyology: Truth and Lies About Why We Buy" by Martin Lindstrom**
- Investigate the subconscious thoughts and feelings that influence buying behavior, utilizing neuromarketing research to inform sales approaches.
## The Psychology of Buying
- **"Buyology: Truth and Lies About Why We Buy" by Martin Lindstrom**
- Investigate the subconscious thoughts and feelings that influence buying behavior, utilizing neuromarketing research to inform sales approaches.
## Negotiation as Behavioral Art
- **"Never Split the Difference" by Chris Voss**
- Understand negotiation not just as a skill but as an art form that employs empathy, active listening, and strategic questioning to uncover what customers truly value.
## Negotiation as Behavioral Art
- **"Never Split the Difference" by Chris Voss**
- Understand negotiation not just as a skill but as an art form that employs empathy, active listening, and strategic questioning to uncover what customers truly value.
## The Role of Habit in Sales
- **"The Power of Habit" by Charles Duhigg**
- Learn how habits are formed and changed, both in sales professionals and customers, to develop strategies that can influence purchasing habits and create new sales opportunities.
## The Role of Habit in Sales
- **"The Power of Habit" by Charles Duhigg**
- Learn how habits are formed and changed, both in sales professionals and customers, to develop strategies that can influence purchasing habits and create new sales opportunities.
## Persuasion through Storytelling
- **"Made to Stick" by Chip and Dan Heath**
- Use the power of storytelling to make sales messages 'stick'. Understand how simplicity, unexpectedness, concreteness, credibility, emotions, and stories (SUCCESS) make ideas persuasive and memorable.
## Persuasion through Storytelling
- **"Made to Stick" by Chip and Dan Heath**
- Use the power of storytelling to make sales messages 'stick'. Understand how simplicity, unexpectedness, concreteness, credibility, emotions, and stories (SUCCESS) make ideas persuasive and memorable.
## Social Dynamics in Sales
- **"Contagious: How to Build Word of Mouth in the Digital Age" by Jonah Berger**
- Leverage the social dynamics that make products and ideas catch on. Learn to craft messages and sales strategies that customers will share.
## Social Dynamics in Sales
- **"Contagious: How to Build Word of Mouth in the Digital Age" by Jonah Berger**
- Leverage the social dynamics that make products and ideas catch on. Learn to craft messages and sales strategies that customers will share.
## Human Behavior and Technology
- **"Hooked: How to Build Habit-Forming Products" by Nir Eyal**
- Investigate how to create products and services that captivate customers, encouraging repeat engagement through the Hook Model: a cycle of trigger, action, variable reward, and investment.
## Human Behavior and Technology
- **"Hooked: How to Build Habit-Forming Products" by Nir Eyal**
- Investigate how to create products and services that captivate customers, encouraging repeat engagement through the Hook Model: a cycle of trigger, action, variable reward, and investment.
## Advanced Sales Psychology
- **"The Psychology of Selling" by Brian Tracy**
- Explore advanced concepts of sales psychology, such as the 'mental laws' that govern the sales process and techniques to align with them, thereby increasing sales effectiveness.
## Consultative Selling and Problem Solving
- **"SPIN Selling" by Neil Rackham**
- Apply the SPIN (Situation, Problem, Implication, Need-payoff) technique to understand customer problems deeply and position your product as the solution, influencing their buying decisions through consultative selling.
## Behavioral Change and Sales Transformation
- **"Switch: How to Change Things When Change Is Hard" by Chip and Dan Heath**
- Study the process of change in individuals and organizations to better manage customer hesitations and resistance, facilitating smoother transitions during the sales process.
## Advanced Sales Psychology
- **"The Psychology of Selling" by Brian Tracy**
- Explore advanced concepts of sales psychology, such as the 'mental laws' that govern the sales process and techniques to align with them, thereby increasing sales effectiveness.
## Consultative Selling and Problem Solving
- **"SPIN Selling" by Neil Rackham**
- Apply the SPIN (Situation, Problem, Implication, Need-payoff) technique to understand customer problems deeply and position your product as the solution, influencing their buying decisions through consultative selling.
## Behavioral Change and Sales Transformation
- **"Switch: How to Change Things When Change Is Hard" by Chip and Dan Heath**
- Study the process of change in individuals and organizations to better manage customer hesitations and resistance, facilitating smoother transitions during the sales process.