Closing sales and winning deals are like oxygen for your business. Mastering these tasks requires a firm understanding of negotiation and persuasion. From EO Melbourne, we share 10 books to help you improve your ability to close—in both your business and personal life.
1. THE ART OF CLOSING ANY DEAL: HOW TO BE A MASTER CLOSER IN EVERYTHING YOU DO
BY JAMES W. PICKENS
Author James W. Pickens, a sales guru, covers concepts like customer attitude, customer objections, closing techniques and closer pressure, among other things. Identifying blocks and obstacles along the way enables you to identify the means to get around them, break them or turn them to your advantage so that you can achieve your final close.
2. CRUCIAL CONVERSATIONS: TOOLS FOR TALKING WHEN STAKES ARE HIGH
BY KERRY PATTERSON, JOSEPH GRENNY, RON MCMILLAN AND AL SWITZLER
When you are stuck in crucial situations where an important matter—such as a relationship—is at stake, you have to find a way to establish a dialogue with people concerned. It may be a tough hole to escape, but this book will provide you with tools to approach such circumstances and achieve appropriate results.
3. HOW TO WIN FRIENDS & INFLUENCE PEOPLE
BY DALE CARNEGIE
Dale Carnegie’s classic self-help book was first published in 1936 and has become a source of inspiration to readers who want to learn how to win people. It explores how to handle different kinds of people, persuade people to subscribe to your way of thinking, become a leader and make your personal life happier than ever.
4. BARGAINING FOR ADVANTAGE: NEGOTIATION STRATEGIES FOR REASONABLE PEOPLE
BY G. RICHARD SHELL
Professor G. Richard Shell is the director of the world-renowned Wharton Executive Negotiation Workshop, and he shares with professionals his systematic approach to effective negotiation and bargaining. His book enables readers to learn their Negotiation I.Q. and how cultural disparities and gender can be factors to consider when you enter into a transaction.
5. PITCH ANYTHING: AN INNOVATIVE METHOD FOR PRESENTING, PERSUADING, AND WINNING THE DEAL
BY OREN KLAFF
This book discusses Oren Klaff’s method, summarized by the acronym STRONG: Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; Getting a Decision. He incorporates research results from neuroeconomics, which reveals how the brain functions when making a decision and reacting to a pitch. You’ll learn how to effectively approach people and situations to help you win deals.
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6. GETTING MORE: HOW YOU CAN NEGOTIATE TO SUCCEED IN WORK AND LIFE
BY STUART DIAMOND
A New York Times bestseller and #1 Wall Street Journal, Getting More touches on a new method of interaction that’s the result of several years of research in various countries. It encompasses a more realistic approach to human psychology, which involves understanding cultural diversity, emotional intelligence and the perceptions of other people.
7. GETTING READY TO NEGOTIATE: THE GETTING TO YES WORKBOOK
BY ROGER FISHER AND DANNY ERTEL
Readers will find informative presentations in this workbook, including charts, forms, worksheets and case studies where one can personalize and outline his strategies for negotiations. It features seven elements of negotiation, which include identifying interests of other people and finding alternatives when other parties do not agree during negotiation.
8. NEGOTIATION GENIUS: HOW TO OVERCOME OBSTACLES AND ACHIEVE BRILLIANT RESULTS AT THE BARGAINING TABLE AND BEYOND
BY DEEPAK MALHOTRA AND MAX H. BAZERMAN
A negotiation genius can turn a hopeless situation around and persevere successfully. In this book, the authors uncover the strategies that geniuses employ during the process of negotiation. It contains stories and scenarios that present how negotiation geniuses approach difficult situations and produce positive results.
9. GETTING PAST NO: NEGOTIATING IN DIFFICULT SITUATIONS
BY WILLIAM URY
For some, getting no for an answer means the end of the road. Not for William Ury. His book identifies barriers to cooperation and how to overcome them, describes ways of preparing for a negotiation, and illustrates various breakthrough strategies. For him, achieving mutual satisfaction is better than a one-sided victory.
10. PRE-SUASION: A REVOLUTIONARY WAY TO INFLUENCE AND PERSUADE
BY ROBERT B. CIALDINI
Robert Cialdini expounds through his book about successful persuasion where influencing minds involve changing the state of mind of other parties. The book reveals new strategies, ideas and research insights in influencing and persuading people.
A version of this article originally appeared on EO Melbourne’s blog.