Recommended Reading:

The Sales Bible: This is a book of lists that neatly summarises every sales course you have ever been on.  Very strong on Positive thinking and attitude, Gitomer's checklists are a really useful reminder for everyone who needs to sell.

This book was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Gitomer gives sales professionals the right answers to the toughest questions.

Spin selling field book:Whether you are new to S.P.I.N. or merely need a refresher, this book is a MUST HAVE component of any sales library.

The book demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and anecdotes from sales forces at companies as Motorola, AT&T, and Johnson & Johnson, this excellent guide first summarises and then updates the basics of the S.P.I.N. tools and techniques. Readers will delight in the interview in which Rackham answers commonly-asked questions about his pioneering Situation/Problem/Implication/Need model.

The 7 habits of highly effective people: If you haven't read this yet, then we highly recommend it.  This book has become so ingrained in management thinking that you will recognise much of the material from courses you have attended.  But that doesn't detract from the power of the book. 

Corporate combat: The art of market warfare on the business battlefield: This is an entertaining read which relates the principles of military strategy to selling.

This guide to successful marketing adopts the motto of military strategists: know thine enemy. Business strategists who want to win must also have this attitude, as the recent "cola wars" between Coke and Pepsi, "burger wars" between McDonalds and Burger King, and "browser wars" between Microsoft and Netscape have demonstrated. Interweaving real military operations with business successes, the text shows how to apply and adopt the three principles of warfare that have guided winning generals throughout history, and place them in a business context.

One minute sales person:  If you haven't read this, then you should!  A quick guide that will get you up and selling quickly.  Plenty of good common sense and you can read it in an hour.  And if you are a sales manger as well, then buy the One Minute Manager too, again a simply essential book!

Teaches how to apply the secrets of One Minute Manager to have customers falling over themselves to buy your product. Spencer Johnson -- author of "Who Moved My Cheese?" and business guru Larry Wilson teach the principles of the One Minute Manager to the sales-person in this motivational business book. Practical advice is offered to help the struggling salesman -- covering useful pointers for how to behave such as :treat customers like people, listen carefully to their needs, use after-sale calls to generate good will and referrals; as well as motivational, confidence boosting tricks which help bring sales to completion with minimum of effort

How i raised myself from failure to success in selling: Frank raised himself from initial failure to becoming one of the most successful salesmen in America.  He talks about his approach and attitude and provides loads of examples and models! Regardless of your product or service, you will find helpful advice like ‘The power of enthusiasm’, ‘How to conquer fear’, ‘The key word for turning a sceptical client into an enthusiastic buyer’, ‘The quickest way to win confidence’.’ How to deliver a winning sales talk’ and  ‘Seven golden rules for closing a sale’. As fresh today as when it was first written, this is a great starter book whether you are new to sales or just in need of an attitude boost.

Act!:  Act is a great piece of intuitive software that is easy to use and will transform your sales management process.  Although there are many other contact managers, this is our personal favourite.