There are many hundreds of books about selling out there, some with a very mixed pedigree. However, here is a selection pulled off my own bookshelf. In no particular order. You will see I tend to prefer ‘been there / still doing it’ authors rather text book academic based.
Mark McCormack on Selling – Century Business Books ISBN 0 7126 7597 3 – Good common sense stuff albeit with an American slant
Judy Proudfoot – Successful selling using cognitive behavioural techniques – the psychology behind selling – Robinson Publishing ISBN 1-84119-083-7
Bruce King - Psycho-selling BBC Books ISBN 0-563-36770-9. Heavy weight content relating to the psychology of selling
Body Language – the definitive book by Allan and Barbara Pease. Orion Publishing ISBN 10-0-75285-878-5
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Chester L Karrass – The Negotiating Game – Harper Collins ISBN 0-88730-709-4 – the ‘master’ of negotiating techniques (once again, with an American tinge)
J T Auer –The Joy of Selling Adams Media ISBN 1-55850-011-1 – Nice lightweight dipping in book
Larry Winget - The simple way to success ISBN 1-881342-12-3. Not specifically a selling book but does include selling.
Selling the Wheel by Jeff Cox and Howard Stevens. ISBN 0-684-85600-X. A well thought of book on sales management