marcus evans professional training

The following books are recommended by marcus evans professional trainers as further reading material beyond their respective course documentation. All titles are available to purchase online in association with amazon.co.uk

Change Book Category

CLICK HERE TO PURCHASE ON-LINE
Brian Tracy
Synopsis Focusing on the strategies, tactics and mental preparedness that sales people need, this work examines issues such as self-image and the concerns and emotional factors of the customer. It delineates in detail every aspect of the sales process, from planning to presentation to closing.

CLICK HERE TO PURCHASE ON-LINE
Stephan Schiffman
Synopsis Explains how to make effective sales calls, discusses the importance of preparation, and describes ways to overcome objections, measure progress, and increase sales.

CLICK HERE TO PURCHASE ON-LINE
Regis McKenna (Foreword), Geoffrey A. Moore
Synopsis Every year companies gamble away millions of dollars and countless hours of technical talent on doomed efforts to market technology products. In Crossing the Chasm, Geoffrey Moore, the world's leading high-tech and communications guru, throws out old marketing ideas to make to clear space for the specials realities of the high-tech market. Based on a revolutionary new model and filled with practical insights, Crossing the Chasm is a landmark book. This new edition has been updated to include comprehensive coverage of the Internet and the World Wide Web.

CLICK HERE TO PURCHASE ON-LINE
Tom Hopkins
Synopsis Tom Hopkins earned himself over one million dollars in his first three years as a salesman. Here, in his first book, he sets down the key secrets of his success. His methods emphasize the need to escape from a fear of failure. His techniques have all been tried and tested on the firing line of sales work and are positive and practical. His book reveals how selling can become not just a job but a way of life that leads to greater success, greater satisfaction and greater happiness.

CLICK HERE TO PURCHASE ON-LINE
Paul S. Goldner
Synopsis This guide contains proven tips and techniques for successfully employing the "cold call" in the selling cycle, giving readers the competitive edge they need for achieving big profits. The book is filled with ideas for increasing success, ideas that have worked for the author time after time. It outlines a step-by-step approach to developing a complete selling system that works, including: how to become "rejection proof"; how to dissect the cold call; how to create a personalized script; and how to enhance the probability of success by following the "ten commandments of prospecting".

CLICK HERE TO PURCHASE ON-LINE Andrea Newton
Synopsis This book is targeted at managers responsible for sales teams of all sizes in many different types of firm. It will appeal in particular to new or relatively inexperienced sales managers needing to step back from day to day selling and, for the first time, achieve targets through their team as a whole. The author clearly and logically takes the reader through the various issues requiring consideration in order to maximise results.

CLICK HERE TO PURCHASE ON-LINE
Robert W. Bly
Synopsis Offers step-by-step instructions for generating leads, qualifying prospects, servicing accounts, getting repeat orders, and generating referrals over the telephone.

CLICK HERE TO PURCHASE ON-LINE
Harry Beckwith
Synopsis "The one book on marketing I'd have if I could have just one. A CLASSIC." - Harvey Mackay

CLICK HERE TO PURCHASE ON-LINE
Anthony Parinello
Synopsis Gives tips on how to maximize one's selling potential by getting appointments with Very Important Top Officers (VITOs), improving the size of the sale and the commission.

CLICK HERE TO PURCHASE ON-LINE
Michael T. Bosworth
Synopsis Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

CLICK HERE TO PURCHASE ON-LINE
Neil Rackham
Synopsis The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a companion volume that further demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long awaited guide first summarizes and updates the basics of his S.P.I.N. tools and techniques that have been proven.

CLICK HERE TO PURCHASE ON-LINE
Lee Boyan
Synopsis This text provides information on how to cold call successfully. It contains 100 ideas, scripts and examples for readers to try out.

CLICK HERE TO PURCHASE ON-LINE
Stephan Schiffman
Synopsis No Synopsis Available

CLICK HERE TO PURCHASE ON-LINE
Og Mandino
Synopsis It is a tiny book and it is a treasure. First published in 1968, Og Mandino's classic The Greatest Salesman in the World remains an invaluable guide towards a philosophy of salesmanship. Mandino has a clear, simple writing style that supports his purpose: to make the principles of sales known to a wide audience. Mandino believes that in order to be a good salesperson, you must believe in yourself and the work which you are doing. It is a simple but profound spiritual philosophy about how to succeed in the world's marketplace, easily understood and easy to take to heart.

CLICK HERE TO PURCHASE ON-LINE
Stephen E. Heiman, Diane Sanchez, Tad Tuleja
Synopsis In 1985 this book changed the face of sales and marketing forever. The decade's most influential book rejected manipulative tactics and introduced the powerful Win-Win concept, which turned Miller Heiman into a global leader in sales training. Now in its second edition, The New Strategic Selling has been revised and updated for a new era of selling.

CLICK HERE TO PURCHASE ON-LINE
Daniel Kennedy
Synopsis This new edition of The Ultimate Sales Letter has clear and dynamic examples that will help anyone write the ultimate sales letter. It will help readers target their customer base as quickly as possible and draw them in with Dan Kennedy's creative and inspiring graphic enhancement ideas at their fingertips. Readers will find: * Dan Kennedy's 28 proven steps to a top-notch sales letter * Fill-in-the-blank headlines, with examples * Tips for improving readability * How to use bullets, lists, numbering, underlining, bold-facing, size and font style * How to use the "P.S." to their advantage * And so much more!

CLICK HERE TO PURCHASE ON-LINE
Zig Ziglar
Synopsis Zig Ziglar focuses on the art of persuasion in sale, and provides tips from successful salespeople.