Whether you're an entrepreneur, consultant, or creative professional, the ability to sell is pivotal. It goes beyond offering services – it's about creating lasting, mutually beneficial partnerships with your clients. In our competitive landscape, mastering this skill is key.
Chris Do has an entire pricing course in our shop, called Painless Pricing, and can be found talking about pricing and sales conversations within The Futur™ Pro Membership and he loves to share the books that have helped him refine his approach to both.
Below is a list of seven practical books on pricing, negotiation, and crafting compelling sales pitches from seasoned experts who have navigated the complexities of sales and pricing.
Books for Pricing Your Services
Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss
Chris Voss, a former FBI hostage negotiator, shares invaluable negotiation tactics in "Never Split the Difference." Readers are drawn to Voss's real-world experiences and the application of negotiation skills in various scenarios. What sets this book apart is its actionable advice on persuasive communication and reaching mutually beneficial agreements. If you want to enhance your negotiation prowess, Voss's insights are both captivating and immediately applicable.
Socratic Selling: How to Ask the Questions That Get the Sale by Kevin Daley
This book is a guide to transforming your sales approach by leveraging the power of insightful inquiries. Readers often appreciate Daley's practical techniques for uncovering client needs, building rapport, and ultimately closing deals. If you're looking to master the art of strategic questioning to boost your sales game, this book is a must-read.
Hourly Billing is Nuts by Jonathan Stark
This book is a wake-up call for professionals still stuck in the hourly billing mindset. Readers praise Stark for his compelling arguments against hourly rates and his advocacy for value-based pricing. If you're looking to break free from the limitations of hourly billing and optimize your pricing strategy for better returns and client satisfaction, you’ll enjoy what’s waiting for you inside “Hourly Billing.”
The Win Without Pitching Manifesto by Blair Enns
This book resonates with professionals looking to change how they approach client engagements. Readers often praise Enns for his bold approach to value-based pricing and the shift from a pitch-centric model to one that emphasizes expertise and client collaboration. If you're tired of traditional pitching and eager to transform your pricing strategy, Enns provides a refreshing perspective.