The Sales Advantage - By J. Oliver Crom & Michael Crom
Summary - This is a book for people interested in learning how to sale or at least learning how to improve the sales process.It goes from the pre-approach and initial contact to the close and follow-up process. In addition the book gives tips on how to improve sales compared to average sales tactics.
My opinion - I believe this book gives up a lot of unique techniques & strategies that can help the average salesperson become an extraordinary sales superstar. Ultimately it comes down to caring more about the potential & current customers than you do about the sale.
Key Point - Show the client that you share more for their bottom line than you do for your own.