I’ve written many times about the importance of sales to business small, medium and large. Without sales your business is dead – it’s that simple. Now that we’ve established that let’s do more to understand sales. The lessons in these books are not only for the entrepreneur but for everyone who lives and breathes as selling is an everyday part of life. I have tried to bring together a good mix of perspectives from technical, practical, process and leadership perspectives.
Sales Dogs by Blair Singer
Blair Singer’s work on sales is the ultimate read for a team leader; aspiring new or old. He uses 5 different dog breeds and their characteristics to explain the 5 types of sales personalities that exist. This book will give you the ultimate power to easily identify, manage and work with all types of sales personalities.
The greatest salesman in the world by Og Mandino
Through a series of stories, Og Mandino tells of the lessons learned along the way to becoming the greatest salesman in the world. The theory is solid and the stories palpable this making it easy for anyone to digest. This is great for the entrepreneur who has no sales experience or the technically gifted person who yearns to be in business.
Psychology of Selling by Brian Tracy
Brian Tracy’s story speaks for itself. He is not only a master of sales but also a great teacher of the discipline. The psychology of Selling gives the reader a good grasp of the psychological aspects behind sales theory and simple, practical steps to help you take advantage of this in your sales efforts. Read this one if you know little to nothing about sales and want to understand.
Secrets of closing the sale by Zig Ziglar
If you’re out there thinking “sales is not for me” then please acquaint yourself with Zig Ziglar and this book in particular. Zig Ziglar uses elaborate examples that you can wrap your mind around to understand some of the technical concepts of sales. The principles in this book of applied will turn a novice into a consummate salesperson.
Influence by Robert Cialdini
The book by Robert Cialdini is a great work on the science behind how the human mind is influenced. The book strings together empirical studies and their results but largely relates in anecdotal form. It’ll have you looking deeper into the behaviours of others and even your own.
Pitch anything by Oren Klaff
Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, “Pitch Anything “will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art–it’s 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.
Mindset by Carol Dweck
Dweck offers new insights into her now famous and broadly embraced concept. She introduces a phenomenon she calls false growth mindset and guides people toward adopting a deeper, truer growth mindset. She also expands the mindset concept beyond the individual, applying it to the cultures of groups and organizations. With the right mindset, you can motivate those you lead, teach, and love — to transform their lives and your own. These concepts easily cross over to sales and can be applied to great effect.
Tools of Titans by Tim Ferris
This book contains the distilled tools, tactics, and ‘inside knowledge’ you won’t find anywhere else. It also includes tips from esteemed guests and life lessons you haven’t met. What makes the book different is a relentless focus on actionable details. This is reflected in the questions. For example: What do these people do in the first sixty minutes of each morning? What do their workout routines look like, and why? What books have they gifted most to other people? What are the biggest wastes of time for novices in their field? What supplements do they take on a daily basis? This book simply looks at successes and gives you the little daily actions that they credit to where they are.
Sell or be sold by Grants Cardone
The ability to sell others is as critical to your success as food, water and oxygen is to life. While you may think that an exaggeration, every person on this planet is required to sell others on their ideas to advance themselves and their goals. The skill of selling is a MUST for promoting yourself, your business and your ideas. While many think that if they do a better job and work hard they will get raises and promotions. The facts prove otherwise though, as the only people that are getting promoted in life are those that are able to most successfully sell their ideas to others. It is said that the number one reason a business fails is a shortage of capital, but the reality is that business fails because of the inability to sell ideas, products and services to the public in quantities great enough to ensure its success. While this book will be read by millions of career salespeople it is written for those that do not consider themselves salespeople but who want to achieve more success in their life. This book is about how to get more done in your life through selling and to show the reader how success is impossible without understanding the concepts of selling. You will be introduced to incredibly simple ways to sell any product or idea to anyone at any time. You will learn how to get others to “buy-in “ and agree with your ideas and get behind you and help you.
The Go giver by Bob Burg
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman. Over the next week, Pindar introduces Joe to a series of “go-givers:” a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector,” who brought them all together. Pindar’s friends share with Joe the Five Laws of Stratospheric Success and teach him how to open himself up to the power of giving. Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns. Imparted with wit and grace, The Go-Giver is a heartwarming and inspiring tale that brings new relevance to the old proverb “Give and you shall receive.”
