06th Mar, 2019
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Sales is a dynamic profession, one that requires great interpersonal skills. Digital disruptions haven’t made things easy either and have led to ever-evolving and complex sales environment.
While fundamentals of sales remain same, there is a pertinent need to dramatically scale the learning curve, learn new strategies and techniques, leverage emerging technologies to not only meet the targets but innovate and take the sales strategy a level above.
Here we have compiled a list of books that every salesperson should read to gain a new perspective and sales skill that best serve him.
‘The Psychology of Selling’ by Brian Tracy
The ‘Psychology of Selling’ is a wonderful, practical, easy-to-read fundamentals of professional salesmanship for the novices and top-performing salespeople alike.
This book outlines a series of ideas, methodologies, strategies, and techniques that can be used to close sales deals faster and more easily than ever before. It may serve as an instructional blueprint, or rather as a road map to establish, build, grow, and maintain a successful sales career.
The best thing about this book is that it teaches how to harness psychological principles in the sales process, while simultaneously give doses of personal motivation. Many salespeople have claimed to be benefitted after implementing some of the ideas in the book.
‘Secrets of Closing the Sale’ by Zig Ziglar
It is for no reason that Zig Ziglar is known as a ‘Salesman’s Salesman’! His books are unanimously considered to be the summary of his learnings from success in sales that also filtered into his motivational speeches.
‘Secrets of Closing the Sale’ includes more than 100 different ways to close a sale, depending on the situation and around 700 thought-provoking questions that can be used with the prospects. From the beginning of the book, Ziglar guides you that there is no room for success in a salesman’s career if he’s opting for the short and fast route or want to make a quick sale and then lock the door behind him.
He, in fact, describes 100 cases for every type of persuasion and professional tips from several successful salespeople. With this, you can also get practical suggestions from the expert salespeople on how everyone should “sell” their ideas and themselves in order to successfully close a deal.
‘Think and Grow Rich’ By Napoleon Hill
‘Think and Grow Rich’ is a favorite of most successful salespeople. The book is a result of nearly 20 years of research and outlines 13 steps to success comprising developing a definite purpose, building a positive mental attitude and channeling the power of the subconscious mind to achieve the desired goal.
This book is highly recommended for people with an entrepreneurial mindset and those who have the willingness to do something different in life. The hands-on principles explained in this book can be used in almost every single facet of your life. Probably, after reading this book your entire outlook and the way to deal in life would change, in a positive way of course.
‘7L: The Seven Levels of Communication’ by Michael J. Maher
‘7L- The seven levels of communication’ tells us an inspiring story of a real estate agent who learns to run a profitable business by focusing on the people, and not on numbers. This is indeed an excellent read for those who put their customers as a priority and neglect the employees. Although “7L” is geared towards real estate professionals, its key takeaways are applicable to almost any sales role.
The book gives a strong message of building real relationships and helping each other’s businesses to grow. It effectively conveys that if you are not creating long-lasting relationships with your potential customers, you are losing out on a valuable source of business i.e. endless referrals.
Therefore, this book acts as a guide for how to take concrete steps to gain long term success.
‘The Sales Enablement Playbook’ by Cory Bray & Hilmon Sorey
‘In The Sales Enablement Playbook’, sales veterans Cory Bray and Hilmon Sorey deliver great insights about creating a culture of sales enablement throughout the organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately start implementing, regardless of the size of your company and industry.
Whether you are a sales executive, a sales practitioner, or a non-sales executive looking for ways to impact growth, this book shall guide you in identifying your role in a thriving sales ecosystem.
Books are indeed best friends!
Books are not quick-fix solutions but surely are life-enhancing. We suggest that instead of treating these just like a sales book reading list, treat them like a starting point on your sales journey to own a better career.
Is your favorite sales book listed here? Share with us in the comments section below.