diff --git a/random/personal/sales_mastery_books.md b/random/personal/sales_mastery_books.md index f662343..0b457f8 100644 --- a/random/personal/sales_mastery_books.md +++ b/random/personal/sales_mastery_books.md @@ -56,45 +56,43 @@ ## 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. - \ No newline at end of file + ## 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. \ No newline at end of file