Whether a rookie or an experienced sales representative, being the best starts with studying the craft. This article is about the 7 best sales books that can improve your selling abilities. As every successful salesperson knows, nowadays, selling is more than just a transaction between two parties.
Research has found reading helps to enhance empathy and confidence and prevents stress, depression, or dementia. Tom Corley found out people who make more than $160,000 a year read books about self-improvement. Phone sales, so-called cold-calls, in particular, benefit from sales books due to the high rate of rejection.
It’s easy to talk about what to read. More important is knowing HOW to read. Remember, now you are not reading for entertainment but a reason. To get the most out of the sales books, you’ll need to take notes, highlight sentences, and take the information into praxis. To get you started, we’ve compiled a list of the 7 best sales books that every salesperson should read.
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“In the midst of chaos, there is also opportunity.”
The book The Art of War by Sun Tzu is nearly 2000 years old, yet super effective. It teaches how to handle conflict in the best possible way. The strategies have been applied from ancient military leaders to today’s executives.
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Dale Carnegie teaches how to use charisma and make people like you, and how to win new clients and become a better salesperson. Although this book celebrates its 85th birthday, it’s still one of the best books that teach how to work with others.
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The book The Psychology of Selling teaches how to use psychological principles in the sales process. It gives an inside in the head of prospects and gives techniques a salesperson can use immediately to make more sales. The Art of Closing the Sale gives a way how to overcome the “Let me think it over” phrase and close the deal. Read it if you want to boost your closing numbers. In Advanced Selling Strategies Brian Tracy gives the techniques and tools used by top salesmen. These three books are a must-read for every salesperson who wants to be serious with his job.
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Have you seen the movie The Wolf of Wall Street? In this book, Jordan Belfort reveals the step-by-step sales and persuasion system to turn a salesperson into a sales-closing beast. You’ll learn how to become a better salesperson, a better negotiator, and a better closer.
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Smart Calling by Art Sobczak is one of the best sales books that every phone salesman should read. The author helps to overcome the fear of rejection during cold-calling. In the next article, we will give you more details about the art of cold-calling.
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