I’m often asked which sales books are must – reads for today’s sales professionals.
Below are my top 5 favorite sales books that you need to read in order to increase your selling prowess, make more money and “Think & Grow Rich” (thanks for the quote Napoleon).
So here they are, in no particular order:
Gitomer, Jeffrey. The Little Red Book of Selling The ‘Little Red Book of Selling’ is short, sweet, and to the point. It’s packed with answers that people are searching for in order to help them make sales for the moment— and the rest of their lives. Go Git’ em’!
Rackham, Neil. SPIN Selling This classic will teach why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies – and backed by hard research data – SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance. An oldie but goodie!
Pink, Daniel H. To Sell is Human According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.
Holmes, Chet. The Ultimate Selling Machine Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
Dixon, Matthew. The Challenger Sale What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships-and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them. Read this book and learn how.