Here they are, chosen from hundreds of books that I have read over the years.

The Effective Executive – written by Peter Drucker.

Effective Executive

Widely recognized as one of the greatest management thinkers of all time, he was celebrated in 2005 by BusinessWeek magazine as “the man who invented management”.

Dr. Drucker believed that every knowledge worker in modern organization is an “executive” if , “by virtue of his position or knowledge, he is responsible for a contribution that materially affects the capacity of an organization to perform and obtain results”.

With that in mind, it is easy to apply his management teachings to the role of the salesperson. The books rests on two premises:

  1. The executives’s job is to be effective
  2. Effectiveness can be learned

Seeking improvement? This read will get you started.

Humble Inquiry – written by Edgar H. Schein

Humble Inquiry

There a dozens of books written for salespeople on the “art” of questioning. I can remember my early Dale Carnegie training teaching me to question in a leading way….. “you’d be interested in saving money, wouldn’t you Mr. D’Avino?”

Edgar Schein would not like that question, nor it’s intention. Humble Inquiry does not “influence either the content of what the other person has to say, nor the form in which it is said”.  Schein’s kind of inquiry derives from an attitude of interest and curiosity.

If you believe that trust is a critical factor in helping move prospects to clients (and you should) – you’ll benefit greatly from reading this book.

 

 

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