‘Field Guides’ to Sales Success

Highly readable business books are a rare commodity. Jerry Acuff and Wally Wood manage to achieve that and impart meaningful advice that will help you get ahead as a sales professional.

Whether you are a field rep or a sales manager, these books and CDs will inspire you to new levels of success.

The Relationship Edge

The Key to Strategic Influence and Selling Success

By JERRY ACUFF with Wally Wood

“It’s often been said that successful selling depends on the relationships you have. I never really thought much about what that meant until I read The Relationship Edge: The Key to Strategic Influence and Selling Success by Jerry Acuff with Wally Wood. Building relationships because you truly like and care about others can have some far-reaching ramifications in your personal and professional life. It was tempting to go into this book with a somewhat cynical attitude. “If I pretend I have lots in common with this person, I can sell them anything!” But that’s not what we’re talking about here … If you’re serious about building your professional contacts, this is an excellent book to get you headed in the right direction for the right reasons.”

Source: Thomas Duff, Duffbert’s Random Musings, www.duffbert.com

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The Relationship Edge in Business

Connecting with Customers and Colleagues When It Counts

By JERRY ACUFF with Wally Wood

“Most organizations train their sales staff to focus on product features and benefits and neglect the crucial aspect of building long-term relationships with clients. Acuff…uses a sincere approach in his practice of forming lasting relationships with others without keeping score or expecting paybacks. This spreading of goodwill is like the sowing of seeds that will sprout to benefit both your business and personal life … A refreshing break from the winner-take-all approach to salesmanship.”

Source: David Siegfried. Booklist 100.17 (May 1, 2004): p1532(1).

Buy at AMAZON.COM

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Stop Acting Like a Seller and Start Thinking Like a Buyer

Improve Sales Effectiveness by Helping Customers Buy

By JERRY ACUFF with Wally Wood

“From his first questions through to the examples and stories, the author immediately takes you to a very real place in the selling world. This easy to read, insightful and hard hitting book is so far my Book of the Year for sales people. … In his words (wish I had written these) “great salesmen inform, involve, engage and provoke thought;” “People will buy what they want not what you think they need;” “You are trying to see if your product is a fit for what they want.” Acuff blows the accepted statements about sales out the window, showing you how to really prepare for each call, to setup for success or a quick no. He leads you to understand that this is a sales conversation not ever a sales call. Prospects, when in their research/knowledge-pursuit stage do not want to be called on, trial sold or persuaded. They want information and to learn. Later, when ready, they may engage you (if you made the short list) and they will want you to have done as much homework on them as they have done on you. Gotta love this stuff!

Source: Reg Nordman, “Knights on the Road: Noble seekers in the New World of Sales,” 9/2/08.

Buy at AMAZON.COM

Buy at BARNES & NOBLE.COM

Buy at BORDERS.COM

Buy at BOOKSAMILLION.COM

The Relationship Edge

The Key to Strategic Influence and Selling Success

By JERRY ACUFF with Wally Wood

Stop Acting Like a Seller and Start Thinking Like a Buyer

Improve Sales Effectiveness by Helping Customers Buy

By JERRY ACUFF with Wally Wood

Stretch Goal Setting

Achieving the Things You Want and Deserve

By JERRY ACUFF with Wally Wood

Building Client Relationships

Does any aspect of selling deserve more of your attention than bulding client relationships? Most of us would agree that client relationships are the backbone of our business. They are the key to referrals and the possible insulation from competition and a down economy. Three things to consider about client relationships are:

  • How do we build them with people we do NOT naturally connect with?
  • How do we maintain them?
  • How do we leverage them?

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