Whether you are a veteran nutraceutical business development rep or are new to the game, winning new and bigger accounts requires ongoing learning. Even with the best connections, sales don’t just fall into your lap, so having the knowledge that comes from proven techniques by some of the best sales reps in the business can make all the difference in your career. The following three books are must-reads for sales professionals interested in upping their game and winning the sale every time.
For those looking for an effective source of information regarding sales leadership, the proven principles in this book are sure to help. Author David Mattson brings up the valid point that in all other areas of business, from accounting to marketing, there is a common language and process; however in sales, such as nutraceutical sales, the process is not as consistent and remains somewhat a mystery. Whether you are developing and growing the sales pipeline to consistently meet quarterly revenue goals, or managing data for new and prospective clients, this book can act as your guide. A sequel to the Wall Street Journal bestseller, The Sandler Rules, this book is specifically for those hoping to get the most possible out of their sales experience.
A truly fascinating read, this book by Chris Voss, a former international hostage negotiator for the FBI, provides a new, field-tested approach to high-stakes negotiations. Who knew that FBI negotiating skills could work in the nutraceutical sales field? Surprisingly, it does! You’ll see how the information provided in this book takes you inside the head of one of the best negotiators on the planet and provides you with real world experience that you can use in nutraceutical sales. The book reveals the negotiation skills that not only helped the author, but even saved his life on multiple occasions. By implementing the nine principles he addresses in the book, you can become more persuasive in your sales career. The counterintuitive strategies and tactics explained in this book will help you to take emotional intelligence and intuition to the next level. Get ready to have the competitive edge you’ve been seeking!
Pitching is a major part of nutraceutical sales. No matter how well you know your product, it means nothing if you don’t have the perfect pitch to sell it. Luckily, author Oren Klaff shares his secrets to the perfect pitch. With his method he proves that the perfect pitch isn’t an art, it’s actually based on real science. His formula will help you deliver a winning pitch every time, thanks to intricate guidelines regarding how the brain makes decisions and responds to pitches. Knowing this information, you will be better able to have control at every stage of the process when you are pitching to a prospective customer. The methods in this book can be implemented immediately to improve your sales.
If you read these books, or have other good ones to add, please share your thoughts and reviews on LinkedIn with #ingredientsforsuccess. Happy reading!