12 Most Essential Sales Books with “Selling” in the Title
We are all sales people. If there is one thing I have learned from my study of sales books, periodicals, and online articles, that is it. Selling is not just about pushing products. It is an essential aspect of what it means to be human. We sell our ideas. We sell our character. We sell our skills. We sell ourselves. When we attempt to communicate with each other, we are selling the importance of what we have to say.
There are enough sales books that have been written over the past several decades to justify “sales” as a literary genre distinct from its more general “business” category. Hundreds of highly notable and effective works have been written to encourage sales people. How do I choose only twelve? How about something arbitrary like what’s in the title?
Some of these books focus on strategy; some are more philosophical in nature. But, in either case, each of the books on this list have principles that will help you become a better sales person, regardless of your profession. Read, learn, and grow!
Bettger shares experiences in his life as an insurance sales person and offers tips on persistence, presentation, and developing relationships with colleagues. Masterfully told story!
Tracy explores how changing the way you think can make you more successful than you’ve ever dreamed. Packed with insight on positive thinking, goal setting, and principles to live by, this book is a classic!
In perhaps the most exhaustive sales book ever written, Hopkins explains the sales process from top to bottom and offers dos and don’ts for each step of the way.
A short book on the basics of selling from one of the most well-known sales people of all-time. New to the business or finding yourself in a situation that needs basic sales skills? This is for you.
This book is a classic for those in complex sales. Where a long-term relationship will exist between you and your client, you need to be about to be consultative. We hear that term a lot, but none has ever come as close to its meaning as its originator, Mr. Hanan.
Probably the most unique book on this list due to the fact that Rackham had done exhaustive research to come up with his findings for this book. Over a course of 10 years and after observing of 35,000 sales transactions, Rackham and his team come up with the sales process of Situation, Problem, Implication, and Need-Payoff. Looking for something proven to add to your repertoire? This is it!
Certainly a book for our time, Konrath explains how to sell in a time of short attention spans. Clients are pressed for time and need to make snap decisions. The acronym, Simple-Aligned-iNvaluable-Priority, addresses the approach that sales people need to take with clients who are racing against the clock.
The foundation of selling is trust. If a sales person cannot be trust, there is not hope for a sale, let alone a relationship. In this book, Green lays out the process to becoming a more trustworthy person in business. “The relationship,” he says, “is the customer.”
Most of the time, selling is merely about asking the right questions. Buyers will sell themselves if you can ask the right questions to bring their needs to the surface. Freese shows us how and when to ask those questions in the sales process.
One of the most difficult problems sales people have dealt with for years is the telephone. Call reluctance prevents sales people from being productive and, when calls are made, they are often disorganized and a waste of the prospect’s time. Richardson shows us how to use the telephone the way it was meant to be used.
If you can’t sell yourself, you can’t sell anything. In a business relationship or any relationship for that matter, people need to know that you are competent and trustworthy before they even care about what you are offering. Beckwith and Clifford show us how to make ourselves more appealing and presentable in business transactions.
Gitomer, one of the greatest sales professionals of our time, offers advice on personal motivation in selling and principles on interacting with clients. Networking, engaging prospects in conversations, and making people laugh are all simple little things that make a big difference in selling. Gitomer shows us how to incorporate these into our own processes.
Which of these books have you read? Do you have any on your reading list for 2012? What would you add to the list? Let us know in the comments below!
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