We scoured the internet, (it didn't take long) to share with you a great list of books you can read to help be a better sales person, whether that's selling a product, a service or yourself!
Have a look at the list, and be sure to comment what books made an impact on you!
01 - SPIN Selling By: Neil Rackham With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training.
02 How to win friends and influence people By: Dale Carnegie How to Win Friends and Influence People is one of the first best-selling self-help books ever published. Emphasizing the use of other's egotistical tendencies to one's advantage, Carnegie maintained that success could be found by charm, appreciation, and personality.
03 Challenger Sale By: Matthew Dixon and Brent Adamson Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
04 Predictable Revenue By: Aaron Ross and Marylou Tyler Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.
05 To Sell is Human By: Daniel H. Pink Daniel Pink explains why extraverts don't make the best salespeople, and shows how giving people an ""off-ramp"" for their actions can matter more than actually changing their minds. Along the way, 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.
06 The Little Red Book of Selling By: Jeffrey Gitomer 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.
07 Pitch Anything By: Oren Klaff According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
08 Go-Givers Sell More By: Bob Burg, John David Mann As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.
09 Influence: The Psychology of Persuasion By: Robert B. Cialdini The classic book on persuasion, explains the psychology of why people say ""yes""—and how to apply these understandings. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them.
10 Ultimate Sales Machine By: Chet Holmes The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve; sales, marketing, management, and more.
11 How I Raised Myself from Failure to Success in Selling. By: Frank Bettger Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company.
12 How to master the art of selling By: Tom Hopkins Tom educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently
13 Selling 101 By: Zig Ziglar Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often.
14 Mastery By: Robert Greene Mastery synthesizes the years of research Robert Greene conducted and demonstrates that the ultimate form of power is mastery itself. By analyzing the lives of such past masters as Charles Darwin, Benjamin Franklin, Albert Einstein, and Leonard da Vinci, as well as by interviewing nine contemporary masters Greene debunks our culture’s many myths about genius and distils the wisdom of the ages to reveal the secret to greatness.
15 Cold Calling Techniques By: Stephan Schiffman Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales. This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success.
16 Secrets of Question Based Selling By: Thomas Freese The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success.
17 Ultimate Startup Guide To Outbound Sales By: Steli Efti If you have no previous sales experience, this book can be your quickstart guide to B2B sales. If you already have a sales background, you'll find the step-by-step action guides, proven templates and detailed strategies helpful to take your sales game to the next level.
18 Influence: Science and Practice - The comic! By: Robert B. Cialdini In this graphic adaptation of his best-seller, Robert B. Cialdini becomes society’s best hope in combatting compliance professionals throughout the world. He leads a team of special forces through a battleground filled with psychological sneak attacks designed to elicit pre-programmed responses from unknowing victims.
19 The Sales Acceleration Formula By: Mark Roberge Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team.
20 Customer Centered Selling By: Robert Jolles Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client’s "Decision Cycle" and critical "Decision Points."
21 Insight Selling By: Mike Schultz, John E. Doerr Mike Schultz and John Doerr studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers."
22 Selling to Big Companies By: Jill Konrath Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
23 Go For No By: Richard Fenton, Andrea Waltz Through the dialogue of the two main characters the authors have fashioned an entertaining story to present the key concepts essential to sales success. Readers learn... ...What it takes to outperform 92% of the world's salespeople ...That failing and failure are two very different things ... Why it's important to celebrate success and failure ... How to get past failures quickly and move on ...That the most empowering word in the world is not yes... it's NO!
24 Selling to VITO By: Anthony Parinello Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!
25 Think and Grow Rich By: Napoleon Hill This book conveys the experience of more than 500 men of great wealth, who began at scratch, with nothing to give in return for riches except thoughts, ideas and organized plans. Here you have the entire philosophy of moneymaking, just as it was organized from the actual achievements of the most successful men in America in the first half of the 20th century.
26 The Sales Bible By: Jeffrey Gitomer Gitomer gives sales professionals the right answers to the toughest questions: • How to make sales in any economic environment • Twenty-five ways to get that most-elusive appointment • Top-down selling • How to fill the sales pipeline with prospects ready to buy • How to use the right questions to make more sales in half the time
27 From Impossible to Inevitable By: Aaron Ross There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits , Salesforce.com , and EchoSign—aka Adobe Document Services—(which catapulted from $0 to $144 million in seven years).
28 Secrets of Closing the Sale By: Zig Ziglar Doctors, housewives, ministers, parents, teachers … everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say "Yes, I will!"
29 Made to Stick By: Chip Heath, Dan Heath The brothers Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the “human scale principle,” using the “Velcro Theory of Memory,” and creating “curiosity gaps.” In this indispensable guide, we discover that sticky messages of all kinds–from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony–draw their power from the same six traits."
30 The 25 Habits of Highly Successful Sales People By: Stephan Schiffman Learn how to convert leads to sales, motivate yourself and motivate others, give killer presentations, and keep your sense of humor.
31 Sell or be Sold By: Grant Cardone In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of selling in a bad economy.
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