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Sales Engineering Books

Sales Engineering Books

Discover books that help sales engineers at every stage of their career. From technical handbooks to practical guides on communication, negotiation, and proof of concept, this list highlights resources worth adding to your shelf.

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    Never Split The Difference: Negotiating

    Chris Voss

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    Never Split The Difference: Negotiating

    March 23, 2017

    Good for beginners Communication Sales Methods
    This book teaches that negotiation is a vital skill for SEs, using lessons from a former FBI hostage negotiator. It offers practical techniques to handle business negotiations more effectively, helping manage your schedule and team. A highly recommended read for improving your negotiation skills.
    Review by John Care
    Brain Rules (Updated and Expanded): 12 Principles for Surviving and Thriving at Work, Home, and School

    John Medina

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    Brain Rules (Updated and Expanded): 12 Principles for Surviving and Thriving at Work, Home, and School

    April 22, 2014

    Good for beginners Customer Engage Communication Soft Skills
    John Medina’s "Brain Rules" presents a dozen principles from a molecular biologist showing how the brain works. Packed with humor and science, it helps presales engineers improve sales presentations, making them more effective and quota-worthy.
    Neuromarketing: Understanding the Buy Buttons in Your Customer’s Brain

    Patrick Renvoise, Christophe Morin

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    Neuromarketing: Understanding the Buy Buttons in Your Customer’s Brain

    September 30, 2007

    Communication Sales Methods
    This book explains how brain research can transform your sales and marketing. It covers six stimuli that trigger responses, four steps to craft compelling messages, and seven impact boosters. Applying these insights helps you deliver memorable presentations, close more deals, and create strategies that deeply resonate with buyers.