Whether you’re one month or a decade into your sales career, there is an undeniable mantra amongst most salespeople: Never Stop Learning. The best sales professionals are always hungry to grow their abilities and close more sales.
One of the best ways to do that is by learning from the first-hand experiences of sales experts. But when it comes to picking a sales book to read, the options can be overwhelming. Don’t fret. We’ve curated a list of five incredible books, written by pros in the field, that’ll help you level up your sales game.
1) Wouldn’t it be incredible to be able to draw buyers in, eliminate any objections to the sale, and also authentically engage with them? Those are just a few of the tools that Jeb Blount teaches in his new book, Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close The Complex Deal. Blount has amassed 25 years of experience working for Fortune 500s, small-to-medium sized businesses, and even start-ups. In this riveting read, Blount tells-all about how sales pros can reclaim control of the sales process - even at a time when buyer’s attention spans are decreasing and competition is on the rise.
2) When you’re hustling on the sales floor, it can be hard to find ample time for reading. Enter: The Little Red Book of Selling. This short and sweet book is compact enough to fit into your back pocket but mighty enough to deliver more than 12 principles of sales greatness. As the author Jeffrey Gitomer says, these bite-size pieces of knowledge won’t just help you learn how to make a sale, they’ll teach you how to make sales forever.
3) Ever heard of the phrase: “Social Selling”? The fact is that salespeople who establish an active, professional presence on social media see better outcomes. As a matter of fact, 72% of salespeople using social as part of their sales process actually outperform their colleagues and end up exceeding their sales quotas almost ¼ more often! Definitely not a fad. In this book, marketing expert, Gary Vaynerchuk walks you through how to connect with customers on social media and use it to nurture, nurture, nurture until you’re ready to ask for the sale.
4) The idea of perfect selling might seem like a faraway fantasy land but in her book, Perfect Selling, Linda Richardson outlines five steps that can truly lead to the perfect selling experience. The powerful words Connect, Explore, Leverage, Resolve, and Act, are all given new meaning as Richardson walks you through how to dialogue with customers in a way that leads to a greater and faster impact in the sales pitch.
5) Influence is undeniably a huge part of the sales equation. The ability to move a buyer from a standard bed base to a power base requires the finesse and power of influence. Cue Robert B. Cialdini’s book, Influence: The Psychology of Persuasion. By learning Cialdini’s six universal principles, you may be become a truly skillful persuader on the sales floor. Did someone say "Upsell"??