How You Make the Sale

Category: Marketing & Sales
Author: Frank McNair
4.9
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Comments

by DeanWormer   2019-05-14
My favorite is How You Make The Sale by Frank McNair https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204...

I came from a technical background as well and this was the only book that really explained the process to me without a bunch of "closing tricks" or other gimmicky sales tactics.

by DeanWormer   2018-09-06
I'm a big fan of Fog Creek's "The Most Basic Things Your Company Needs to Know About Sales" (https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204... was a great 101 level book on sales. It's high level so it could be applied to everything from selling cars and real estate to software.

I found these helpful because it was less "here's 10 closing tips and tricks!" and more about the sales process.