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Books like Gap Selling

Rainmaking Conversations
by Mike Schultz • 2011
Master a four-part conversation framework that turns buyer problems and goals into closed deals.
3.79
175
📋 Sales Methodology🏢 B2b Selling🤝 Consultative Selling🧠 Buyer Psychology🛡️ Objection Handling
Rainmaking Conversations Summary
Rainmaking Conversations 98%
Master a four-part conversation framework that turns buyer problems and goals into closed deals.
by Mike Schultz 2011
3.79
175 ratings
📋 Sales Methodology🏢 B2b Selling🤝 Consultative Selling🧠 Buyer Psychology🛡️ Objection Handling
ALWAYS BE QUALIFYING
by Darius Lahoutifard • 2020
A B2B checklist for knowing which deals to chase, and which to walk away from.
4.00
146
🏢 B2B Sales📋 Sales Methodology✅ Sales Qualification💰 ROI Selling📊 Pipeline Management
ALWAYS BE QUALIFYING Summary
ALWAYS BE QUALIFYING 98%
A B2B checklist for knowing which deals to chase, and which to walk away from.
by Darius Lahoutifard 2020
4.00
146 ratings
🏢 B2B Sales📋 Sales Methodology✅ Sales Qualification💰 ROI Selling📊 Pipeline Management
The New Solution Selling
by Keith M. Eades • 2003
Average salespeople can sell like stars: a repeatable process that finds the pain before the pitch.
3.84
302
💬 Consultative Selling🏢 B2B Sales🧩 Sales Process Design🧠 Buyer Psychology🎣 Prospecting Techniques
The New Solution Selling Summary
The New Solution Selling 98%
Average salespeople can sell like stars: a repeatable process that finds the pain before the pitch.
by Keith M. Eades 2003
3.84
302 ratings
💬 Consultative Selling🏢 B2B Sales🧩 Sales Process Design🧠 Buyer Psychology🎣 Prospecting Techniques
Insight Selling
by Mike Schultz • 2014
Winning sellers don't pitch harder. They bring ideas that change how buyers see their own business.
3.76
160
🎯 Sales Methodology🏢 B2b Sales🧠 Buyer Psychology💎 Value Propositions🤝 Trust Building
Insight Selling Summary
Insight Selling 98%
Winning sellers don't pitch harder. They bring ideas that change how buyers see their own business.
by Mike Schultz 2014
3.76
160 ratings
🎯 Sales Methodology🏢 B2b Sales🧠 Buyer Psychology💎 Value Propositions🤝 Trust Building
The Science of Selling
by David Hoffeld • 2016
Evidence beats instinct: a sales playbook built on decision science, with close rates up 92%.
3.99
721
📊 Sales Methodology🧠 Sales Psychology🧪 Behavioral Economics🧩 Cognitive Biases🗣️ Influence Techniques
The Science of Selling Summary
The Science of Selling 98%
Evidence beats instinct: a sales playbook built on decision science, with close rates up 92%.
by David Hoffeld 2016
3.99
721 ratings
📊 Sales Methodology🧠 Sales Psychology🧪 Behavioral Economics🧩 Cognitive Biases🗣️ Influence Techniques
SNAP Selling
by Jill Konrath • 2010
Your pitch gets deleted because it adds work. Flip the equation with four principles.
3.88
537
📋 Sales Methodology🏢 B2b Selling🧠 Buyer Psychology🔄 Sales Process💎 Value-Based Selling
SNAP Selling Summary
SNAP Selling 98%
Your pitch gets deleted because it adds work. Flip the equation with four principles.
by Jill Konrath 2010
3.88
537 ratings
📋 Sales Methodology🏢 B2b Selling🧠 Buyer Psychology🔄 Sales Process💎 Value-Based Selling
The Perfect Close
by James Muir • 2016
Two questions replace every manipulative closing trick. The first asks about timing, not commitment.
4.28
204
📋 Sales Methodology🤝 Modern Selling🧠 Sales Psychology❓ Question-Based Selling🛡️ Objection Handling
The Perfect Close Summary
The Perfect Close 98%
Two questions replace every manipulative closing trick. The first asks about timing, not commitment.
by James Muir 2016
4.28
204 ratings
📋 Sales Methodology🤝 Modern Selling🧠 Sales Psychology❓ Question-Based Selling🛡️ Objection Handling
Secrets of Question Based Selling
by Thomas A. Freese • 1999
Stop pitching, start diagnosing: a questioning method that dismantles resistance and doubles sales.
4.11
603
🏢 B2b Sales🤝 Consultative Selling📋 Sales Methodology❓ Strategic Questioning🔍 Needs Discovery
Secrets of Question Based Selling Summary
Secrets of Question Based Selling 98%
Stop pitching, start diagnosing: a questioning method that dismantles resistance and doubles sales.
by Thomas A. Freese 1999
4.11
603 ratings
🏢 B2b Sales🤝 Consultative Selling📋 Sales Methodology❓ Strategic Questioning🔍 Needs Discovery
The Sandler Rules
by David H. Mattson • 2009
A sales method that treats 'no' as a win and closes deals by asking, not telling.
4.02
334
📋 Sales Methodology🧠 Sales Psychology🎯 Sales Prospecting🛡️ Objection Handling✅ Qualification
The Sandler Rules Summary
The Sandler Rules 98%
A sales method that treats 'no' as a win and closes deals by asking, not telling.
by David H. Mattson 2009
4.02
334 ratings
📋 Sales Methodology🧠 Sales Psychology🎯 Sales Prospecting🛡️ Objection Handling✅ Qualification
Sales Pitch
by April Dunford • 2023
Overwhelmed buyers default to doing nothing. The pitch framework that turns indecision into action.
4.22
538
💼 B2b Sales📋 Sales Methodology🎯 Positioning Strategy🧠 Buyer Psychology📖 Storytelling In Business
Sales Pitch Summary
Sales Pitch 98%
Overwhelmed buyers default to doing nothing. The pitch framework that turns indecision into action.
by April Dunford 2023
4.22
538 ratings
💼 B2b Sales📋 Sales Methodology🎯 Positioning Strategy🧠 Buyer Psychology📖 Storytelling In Business
Asking Questions The Sandler Way
by Antonio Garrido • 2017
Pitching makes you a vendor. Strategic questioning, using FBI tactics, makes you a trusted advisor.
4.35
167
🛠️ Sales Methodology❓ Strategic Questioning🤝 Consultative Selling🛡️ Objection Handling🕵️ Behavioral Interviewing
Asking Questions The Sandler Way Summary
Asking Questions The Sandler Way 98%
Pitching makes you a vendor. Strategic questioning, using FBI tactics, makes you a trusted advisor.
by Antonio Garrido 2017
4.35
167 ratings
🛠️ Sales Methodology❓ Strategic Questioning🤝 Consultative Selling🛡️ Objection Handling🕵️ Behavioral Interviewing
The Lost Art of Closing
by Anthony Iannarino • 2017
The close is a myth. Deals advance on commitments traded for value step by step.
4.25
500
🏢 B2b Sales🏗️ Complex Sales🤝 Consultative Selling💡 Insight-Led Selling🧩 Stakeholder Alignment
The Lost Art of Closing Summary
The Lost Art of Closing 98%
The close is a myth. Deals advance on commitments traded for value step by step.
by Anthony Iannarino 2017
4.25
500 ratings
🏢 B2b Sales🏗️ Complex Sales🤝 Consultative Selling💡 Insight-Led Selling🧩 Stakeholder Alignment
Smart Prospecting That Works Every Time!
by Michael D. Krause • 2013
Volume can't fix a bad pitch. Read the prospect's type, sharpen your value, close with process.
3.53
19
🎯 Sales Prospecting🏢 B2b Sales🧠 Sales Psychology📞 Cold Calling🛡️ Objection Handling
Smart Prospecting That Works Every Time! Summary
Smart Prospecting That Works Every Time! 98%
Volume can't fix a bad pitch. Read the prospect's type, sharpen your value, close with process.
by Michael D. Krause 2013
3.53
19 ratings
🎯 Sales Prospecting🏢 B2b Sales🧠 Sales Psychology📞 Cold Calling🛡️ Objection Handling
How to Become a Rainmaker
by Jeffrey J. Fox • 2000
Prepare at your desk, win at the door: the rainmaker's playbook for turning problems into profit.
3.88
4k+
🏢 B2b Sales⚙️ Sales Process🩺 Consultative Selling💰 Value Selling🛡️ Objection Handling
How to Become a Rainmaker Summary
How to Become a Rainmaker 98%
Prepare at your desk, win at the door: the rainmaker's playbook for turning problems into profit.
by Jeffrey J. Fox 2000
3.88
4k+ ratings
🏢 B2b Sales⚙️ Sales Process🩺 Consultative Selling💰 Value Selling🛡️ Objection Handling
The Challenger Sale
by Matthew Dixon • 2011
Complex sales punish relationship builders. The top reps teach customers what they didn't know.
3.91
11k+
💡 Insight Selling🏢 Complex B2b Sales📊 Evidence-Based Sales🎯 Sales Coaching🤝 Stakeholder Management
The Challenger Sale Summary
The Challenger Sale 97%
Complex sales punish relationship builders. The top reps teach customers what they didn't know.
by Matthew Dixon 2011
3.91
11k+ ratings
💡 Insight Selling🏢 Complex B2b Sales📊 Evidence-Based Sales🎯 Sales Coaching🤝 Stakeholder Management
Sell the Way You Buy
by David Priemer • 2020
A sales method you'd want used on you: empathy and behavioral science, minus the pressure.
4.25
131
🛠️ Sales Methodology🧠 Behavioral Economics💡 Emotional Intelligence🎯 Buyer Psychology💼 Sales Professionals
Sell the Way You Buy Summary
Sell the Way You Buy 97%
A sales method you'd want used on you: empathy and behavioral science, minus the pressure.
by David Priemer 2020
4.25
131 ratings
🛠️ Sales Methodology🧠 Behavioral Economics💡 Emotional Intelligence🎯 Buyer Psychology💼 Sales Professionals
The Sales Bible
by Jeffrey Gitomer • 1994
How to prospect without dread, ask without scripts, and follow up without being annoying.
3.98
4k+
📈 Sales Methodology🤝 Consultative Selling💼 Relationship Selling🎯 Sales Prospecting🚧 Objection Handling
The Sales Bible Summary
The Sales Bible 97%
How to prospect without dread, ask without scripts, and follow up without being annoying.
by Jeffrey Gitomer 1994
3.98
4k+ ratings
📈 Sales Methodology🤝 Consultative Selling💼 Relationship Selling🎯 Sales Prospecting🚧 Objection Handling
How to Master the Art of Selling
by Tom Hopkins • 1981
From cold call to commission: a complete sales system built on questions, not pitches.
4.10
2k+
🎯 Sales Methodology🧠 Sales Psychology📞 Classic Sales Training🎣 Sales Prospecting🤝 Closing Techniques
How to Master the Art of Selling Summary
How to Master the Art of Selling 97%
From cold call to commission: a complete sales system built on questions, not pitches.
by Tom Hopkins 1981
4.10
2k+ ratings
🎯 Sales Methodology🧠 Sales Psychology📞 Classic Sales Training🎣 Sales Prospecting🤝 Closing Techniques
Selling the Price Increase
by Jeb Blount • 2022
A repeatable system for raising prices on existing accounts without the anxiety or the attrition.
3.72
79
💰 Pricing Strategy🤝 B2b Sales🗣️ Objection Handling⚖️ Negotiation Tactics🔗 Customer Retention
Selling the Price Increase Summary
Selling the Price Increase 97%
A repeatable system for raising prices on existing accounts without the anxiety or the attrition.
by Jeb Blount 2022
3.72
79 ratings
💰 Pricing Strategy🤝 B2b Sales🗣️ Objection Handling⚖️ Negotiation Tactics🔗 Customer Retention
Active Listening 2.0
by Steve Trang • 2021
Extract what prospects mean, not what they say: moves for cold calls, objections, and the close.
4.16
25
🛠️ Sales Methodology👂 Active Listening🚧 Handling Objections📞 Cold Calling⚖️ Negotiation Tactics
Active Listening 2.0 Summary
Active Listening 2.0 97%
Extract what prospects mean, not what they say: moves for cold calls, objections, and the close.
by Steve Trang 2021
4.16
25 ratings
🛠️ Sales Methodology👂 Active Listening🚧 Handling Objections📞 Cold Calling⚖️ Negotiation Tactics
You Can't Teach a Kid to Ride a Bike at a Seminar
by David H. Sandler • 1995
A sales system built on psychology over scripts: let prospects talk 70 percent and close themselves.
4.11
1k+
📋 Sales Methodology🩺 Consultative Selling💊 Pain-Based Selling🧠 Buyer Psychology🎭 Performance Psychology
You Can't Teach a Kid to Ride a Bike at a Seminar Summary
You Can't Teach a Kid to Ride a Bike at a Seminar 97%
A sales system built on psychology over scripts: let prospects talk 70 percent and close themselves.
by David H. Sandler 1995
4.11
1k+ ratings
📋 Sales Methodology🩺 Consultative Selling💊 Pain-Based Selling🧠 Buyer Psychology🎭 Performance Psychology
Sales Dogs
by Blair Singer • 2001
Five selling styles. Only one aggressive. Find your natural one and hunt the buyers it converts.
3.92
3k+
🛠️ Sales Methodology🎭 Selling Styles🧠 Sales Psychology👥 Team Management📋 Sales Training
Sales Dogs Summary
Sales Dogs 97%
Five selling styles. Only one aggressive. Find your natural one and hunt the buyers it converts.
by Blair Singer 2001
3.92
3k+ ratings
🛠️ Sales Methodology🎭 Selling Styles🧠 Sales Psychology👥 Team Management📋 Sales Training
Unlimited Sales Success
by Brian Tracy • 2013
A different kind of sales training: the inner work that makes every technique actually work.
4.16
119
🛠️ Sales Methodology🧠 Sales Psychology💼 Consultative Selling🚪 Rejection Handling🔒 Closing Techniques
Unlimited Sales Success Summary
Unlimited Sales Success 97%
A different kind of sales training: the inner work that makes every technique actually work.
by Brian Tracy 2013
4.16
119 ratings
🛠️ Sales Methodology🧠 Sales Psychology💼 Consultative Selling🚪 Rejection Handling🔒 Closing Techniques
Mastering the Complex Sale
by Jeff Thull • 2003
In complex sales, pitching kills deals. Prove the problem first, then co-design the solution.
3.91
457
🏢 Complex Sales🏭 B2b Sales🩺 Diagnostic Selling💬 Consultative Selling📋 Sales Methodology
Mastering the Complex Sale Summary
Mastering the Complex Sale 97%
In complex sales, pitching kills deals. Prove the problem first, then co-design the solution.
by Jeff Thull 2003
3.91
457 ratings
🏢 Complex Sales🏭 B2b Sales🩺 Diagnostic Selling💬 Consultative Selling📋 Sales Methodology
Selling 101
by Zig Ziglar • 2003
63% of sales calls never ask for the order. Here's the fix.
4.10
1k+
📚 Sales Fundamentals💡 Benefit Selling👂 Active Listening🤝 Closing Sales🛡️ Objection Handling
Selling 101 Summary
Selling 101 97%
63% of sales calls never ask for the order. Here's the fix.
by Zig Ziglar 2003
4.10
1k+ ratings
📚 Sales Fundamentals💡 Benefit Selling👂 Active Listening🤝 Closing Sales🛡️ Objection Handling
SPIN Selling
by Neil Rackham • 1988
Closing techniques fail in large sales. A questioning method, tested on 35,000 calls, that works.
4.01
12k+
🏢 B2b Sales📋 Consultative Selling🔍 Needs Analysis❓ Questioning Strategies📊 Evidence-Based Sales
SPIN Selling Summary
SPIN Selling 97%
Closing techniques fail in large sales. A questioning method, tested on 35,000 calls, that works.
by Neil Rackham 1988
4.01
12k+ ratings
🏢 B2b Sales📋 Consultative Selling🔍 Needs Analysis❓ Questioning Strategies📊 Evidence-Based Sales
MEDDICC
by Andy Whyte • 2020
Eight checkpoints that tell you which enterprise deals to chase and which to kill.
4.24
467
🏢 Enterprise Sales📋 Sales Methodology☑️ Deal Qualification🔍 Sales Discovery📊 Value Quantification
MEDDICC Summary
MEDDICC 97%
Eight checkpoints that tell you which enterprise deals to chase and which to kill.
by Andy Whyte 2020
4.24
467 ratings
🏢 Enterprise Sales📋 Sales Methodology☑️ Deal Qualification🔍 Sales Discovery📊 Value Quantification
The Only Sales Guide You'll Ever Need
by Anthony Iannarino • 2016
Twelve attributes separate the sales elite from everyone else, and none of them are about selling.
4.20
701
🎯 Sales Methodology🤝 Consultative Selling💼 Client Relationships🧠 Sales Mindset🏢 Stakeholder Management
The Only Sales Guide You'll Ever Need Summary
The Only Sales Guide You'll Ever Need 97%
Twelve attributes separate the sales elite from everyone else, and none of them are about selling.
by Anthony Iannarino 2016
4.20
701 ratings
🎯 Sales Methodology🤝 Consultative Selling💼 Client Relationships🧠 Sales Mindset🏢 Stakeholder Management
The New Strategic Selling
by Robert B. Miller • 1985
Organizations buy for results; individuals buy for personal reasons. Turn that into a signed deal.
3.90
1k+
🏢 Complex Sales🧠 Buyer Psychology🗺️ Stakeholder Management🔽 Funnel Management🤝 Consultative Selling
The New Strategic Selling Summary
The New Strategic Selling 97%
Organizations buy for results; individuals buy for personal reasons. Turn that into a signed deal.
by Robert B. Miller 1985
3.90
1k+ ratings
🏢 Complex Sales🧠 Buyer Psychology🗺️ Stakeholder Management🔽 Funnel Management🤝 Consultative Selling
Consistency Selling
by Weldon Long • 2018
A simple process that blocks the escape routes, locks in commitments, and earns the final yes.
4.11
57
🎯 Sales Process🩺 Diagnostic Selling🚪 Objection Handling🧠 Buyer Psychology🗣️ Persuasion Techniques
Consistency Selling Summary
Consistency Selling 97%
A simple process that blocks the escape routes, locks in commitments, and earns the final yes.
by Weldon Long 2018
4.11
57 ratings
🎯 Sales Process🩺 Diagnostic Selling🚪 Objection Handling🧠 Buyer Psychology🗣️ Persuasion Techniques
The Numero Uno Salesman
by Karan Sondhi • 2018
Daily improvements and honest conversations turn salespeople into their customers' only choice.
3.00
7
📞 Sales Techniques📈 Daily Sales Habits🤝 Customer Relationships🛡️ Handling Objections💡 Consultative Selling
The Numero Uno Salesman Summary
The Numero Uno Salesman 97%
Daily improvements and honest conversations turn salespeople into their customers' only choice.
by Karan Sondhi 2018
3.00
7 ratings
📞 Sales Techniques📈 Daily Sales Habits🤝 Customer Relationships🛡️ Handling Objections💡 Consultative Selling
The StorySelling Method
by Philipp Humm • 2023
End the pitch. Start the story. A repeatable framework for selling with narrative, not features.
4.11
520
🎤 Sales Storytelling🏗️ Narrative Structure🤝 Customer Trust🛡️ Objection Handling💬 Persuasive Communication
The StorySelling Method Summary
The StorySelling Method 97%
End the pitch. Start the story. A repeatable framework for selling with narrative, not features.
by Philipp Humm 2023
4.11
520 ratings
🎤 Sales Storytelling🏗️ Narrative Structure🤝 Customer Trust🛡️ Objection Handling💬 Persuasive Communication
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