1. Challenger Sale
"If everyone's saying they offer the 'leading solution,' what's the customer to think? We can tell you what their response will be: 'Great-give me 10 percent off." - Matt Dixon
2. Power Base Selling (eFox)
"Know this about yourself: there is only one reason professional salespeople lose orders-- they are outsold." - Jim Holden
3. SPIN Selling
"I believe there is a special place in hell reserved for wicked salespeople where they sit for all eternity being forced to answer their own situation questions." - Neil Rackham
4. RSVPselling - (Full disclosure, this one is mine!)
"This is the best book you'll ever read on professional selling - plain and simple. It delivers genuine insights within a narrative that has the power to change your life. I couldn't put it down." - Tom Snyder: Previously White House staff and CEO of Huthwaite
5. Solution Selling
"Solution Selling is designed to help sellers understand and align with how buyers buy." - Keith Eades
6. Strategic Selling - Miller Heiman
"I took Strategic Selling over 20 years ago and I'm glad to see that it hasn't changed which is a good indicator of a quality solution." - Sales representative - Business Services
7. Trigger Event Selling
"The number one metric I think more sales leaders should measure is how often they are the first vendor into an opportunity - aka first in." - Craig Elias
8. SNAP Selling
"To be consultative, be assumptive." - Jill Konrath
9. Insight Selling
"Sales winners educate with new ideas and perspectives almost three times more often than second-place finishers. Of 42 factors studied, the greatest difference between winners and second-place finishers was their propensity to educate." - Mike Schultz
10. The Prime Process: Diagnostic Business Development
"We've ingrained the Prime Process in our culture around the globe and it's clearly a sustainable competitive advantage. I write this endorsement with some reluctance as I don't want my competitors to have this advantage. In 30 years of reading books and attending seminars to continue my professional growth, there are only a handful that I can say made a difference. Jeff Thull's Mastering the Complex Sale is one of them." -Jim Clauser, President and COO, IBA Technology Group-Belgium
11. Target Account Selling (TAS) - Honorable Mention
"Donal uncovers vast advantages of Account Planning done right." - Patricia Elizondo SVP, XEROX
12. BONUS: Consultative Selling
"A 'challenging' insight can be used to drive to the value the salesperson can provide through a consultative dialogue, not replace it." - Linda Richardson
By popular demand and to "switch it up" after over 100 posts, this post is incredibly concise and visual. In my honest opinion, this is the complex selling pantheon as far as strategic frameworks and methodologies are concerned - Which ones did I miss? What's in your pipeline???!!!
Tony Hughes is ranked as the #1 influencer on professional selling in Asia-Pacific and is a keynote speaker and best selling author. This article was originally published in LinkedIn where you can also follow Tony's award winning blog. Also visit Tony's keynote speaker website at www.TonyHughes.com.au or his sales methodology website at http://www.rsvpselling.com/.
Main image photo by Flickr: Victor Valor - Please click the title links above to buy and apply all these remarkable books creating your own almagamation! (Yes, all of them are a MUST to truly understand the evolution of professional selling, over the last thirty years.)
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