Taegan Lion
Selling. What is Selling? Selling is an extremely focused communication in which you, the seller, communicate to your recipient (the prospective client) what you can do for them. That’s it. What benefits will you provide them in exchange for their cash (or other valuables), to accomplish this, master sellers have for decades crafted, tested and refined the most effective ways to communicate this to the client to make them almost guaranteed to buy and, therefore, close the deal.
Drawing upon decades of research on consumer psychology, it’s no exaggeration to say that sales is the most important field of study and is the basis of our economic system and all those fantastic things you can enjoy thanks to it. Even if your are not a salesman, knowing how to sell yourself will help you tremendously be it in your professional or romantic life.
Here’s a list of book on how to do just that.
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#1 Traction by Gabriel Weinberg
This is an essential book for new business discovering different sales and marketing channels. Just as a company needs to find product market fit, founders and companies need to find sales model fit. It’s fairly high level briefly discussing ways to try and evaluate each channel. I highly recommend this book for anyone starting a business.
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Contributor: Tarek Alaruri from Fairmarkit
#2 Secrets of Question-Based Selling by Thomas Freese
One of my personal favourites. What makes it a great read for sales beginners is not only its relatable, conversational tone, but also the amount of practical, real-life examples. The reader quickly learns how to spot the right moment to ask the right questions, which exponentially increases call efficiency and boosts sales. Also, kudos to the author for how well he explained the QBS (Quality Based Selling) technique, from all possible angles.
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Contributor: Tom Smyk from Survicate
#3 Just F*ing Demo! by Rob Falcone, Leo Strupczewski
Don't let the laid-back tone of the title mislead you! This is the go-to book for those of you who are new to sales demos (or want to revisit their current techniques). It is also the first title I've encountered on the subject. Based on his extensive experience, the author advocates for putting demos on the pedestal as one of the pillars of online product sales. It's filled with wisdom, hacks, and inspiring ideas. Last, but not least, the author keeps you invested and intrigued, which makes reading the entire book a breeze.
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Contributor: Tom Smyk from Survicate
#4 Go-Givers Sell Moreby Bob Burg, John David Mann
In this book, authors Bob Burg and John Mann demonstrates the power of giving and how giving is the most fulfilling and effective path to success. They aim to break the traditional norms of sales and the way people view sales - as convincing potential customers to do something they don't really want to do. Instead, this focuses on teaching you the importance of first cultivating a relationship with your prospect and then focusing on creating as much value for the person as you can. They state that looking at sales this way not only brings about great results but is also feels better for both parties.
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Contributor: Vladamir Sobur from Moshes Law
#5 Predictably Irrational by Dr. Dan Ariely
It’s not a step-by-step guide to becoming a great salesperson but it does provide a fascinating insight into how we as humans make any decision, big or small, and how this can change dramatically from situation to situation, person to person. Having this understanding allows you to better understand the thought process behind purchase decisions, and the variables that affect it, so you can influence potential customers accordingly. It really is an amazing read.
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Contributor: Kraig Martin from Storage Vault
#6 If How To’s Were Enough, We Would All Be Skinny, Rich and Happy
The marketplace is flooded with training . Nobody can say in today's digital world that the mechanism for success , the How To is not available . This book dives into ones internal drive to help them find their Why ? . Because if your why is strong enough you'll figure out how.
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Contributor: Michael Chadwick from Citihabitats
#7 The Sales Survival Handbook by Ken Kupchik
The Sales Survival Handbook is a witty take on sales that will have you learning and laughing. The book helps to disarm the stress of sales by giving a humorous twist so that the next time you find yourself dealing with the day-to-day stresses of sales, you’ll relax a bit and take control of the situation before it takes control of you.
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Contributor: Nate Masterson from Maple Holistics
#8 The Sales Bible by Jeffrey Gitomer
If the branding of the book isn’t enough of an indication, the book has been deemed one of the ten books every salesperson should own by the Dale Carnegie Sales Advantage Program. The book is meant to teach you how to make sales regardless of economic conditions. The book is also power-packed with valuable information on the in and outs of sales.
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Contributor: Nate Masterson from Maple Holistics
#9 Grit by Angela Duckworth
In sales, grit separates the amateurs from the pros. In this book, Angela Duckworth explains how you can build perseverance in the face of adversity. Sales is rewarding work but you need to prepare for rejection and a lot of it. When you start is sales, you need to build your grit by focusing on the efforts you are taking and letting go of the result. With hard work, perseverance, and courage, you can have a long and lucrative career in sales. Start building your grit right away.
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Contributor: Michael Chadwick from MichaelBChadwick
#10 The Greatest Salesman in the World by Og Mandino
This book is effective because it works on two areas new sales people need to develop: mindset and habits. 90% of success in sales in mindset, and if people can follow this book's instructions and read one scroll of wisdom a day, they will slowly change into developing the correct habits. Too many sales people focus on shortcuts when they start, and their success will be directly tied to how well they do the fundamentals.
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Contributor: Rebecca Gebhardt from Rise Up
#11 Generating Business Referrals Without Asking by Stacey Brown
As a former member of the business failure club, Stacey has a unique view on how to generate referrals and is a supporter of the entrepreneurial dream. Through her programs, she provides a roadmap to take control of your business. I am a contrarian, declares Stacey. I believe if you are asking for referrals, you are doing it wrong. Stacey's quest to crack the code on how to generate referrals without asking began after her first business failed. When she started her second business - a business and productivity coaching practice - she knew keeping her pipeline full of new clients would be one of the biggest differentiators from her business failure. She honed-in on referrals as the main source of prospects for her second business but wasn't satisfied with the conventional advice -- to receive referrals you must ask.
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Contributor: Jacquelyn Mahalick from Finn Partners
#12 Buying Signals by Nikki Rausch
Nikki uses a down to earth approach to show all kinds of signals (most people miss) that are actually someone interested in buying - and how to respond to them. Her approach is one of relationship selling, which means no yucky feelings and lots of simple tweaks to make a huge difference in any business. A must read!
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Contributor: Melina Palmer from The Brainy Business
#13 The Challenger Sale by Matthew Dixon, Brent Adamson
The Challenger Sale introduced an entirely new approach to selling. The common method of solution selling is made irrelevant by the new Challenger model, where sales teams and reps take charge of the situation. Challengers attempt to teach their prospects something new about their business and how they can be adding value. A deep understanding of the customer’s business is key here, a lesson that can be applied to many roles.
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Contributor: Stuart Ridge from VitaMedica
#14 Silver Bullet Selling by G.A. Bartick, Paul Bartick
One of the things I quickly realized going off on my own - is that I had to be in sales- and finding a process was going to help me since I was an introvert. Being able to read a book where I could put things into practice was very important- and this helped me with my business growth 100%.
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Contributor: Maresa Friedman from The Executive Cat Herder
#15 SPIN Selling by Neil Rackham
SPIN Selling is a research driven book perfect for beginners. Without any background, you learn the different stages of a major sale: Preliminaries, Investigating, Demonstrating Capability, and Obtaining Commitment, and how to best handle customers at each stage. Rackham then teaches you how to escalate a customer’s implied need into an explicit need and close the sale. He uses the proven SPIN method - Situation, Problem, Implication, Need-Payoff questions. SPIN’s strengths lies in its research driven and prescriptive approach that will give you solid fundamentals regardless of your sales background.
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Contributor: Chris Gibson from Wavelength
#16 Sell or Be Sold by Grant Cardone
This book is perfect for people just starting out in sales. It not only provides simple ideas on how to sell, but also discusses the importance of being good at sales. Grant has a way of delivering practical information and getting you motivated to go out there and implement it immediately. It's a how to and motivational sales book in one. After reading this book you will want to go out and conquer every sales call you're on and continue to get better at your craft.
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Contributor: Jimmy Rodriguez from 3dcart
#17 Pitch Anything by Oren Klaff
Pitch Anything talks about the best way to deliver a pitch that is not only attention-grabbing and compelling but also straight to the point, which is important when you factor in that studies have shown that humans these days have the attention span of a fish (ouch). Oren Klaff believes that “creating and presenting a great pitch isn't an art--it's a simple science” and he backs this claim up by presenting some of the latest findings in neuroeconomics. He also shares stories of his method in action, teaches you how the brain makes decisions and how it responds to pitches.
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Contributor: Alex Altuhov from HandyKith
#18 Never Split the Difference by Chris Voss, Tahl Raz
Former hostage negotiator for the FBI Chris Voss brings us into his world - the world of high stakes negotiation where a bad call can cost a life. We get to take a look inside the mind of a top tier FBI negotiator and learn the skills that helped him and his colleagues succeed. In this book, Voss shares the nine effective principles including the tactics and strategy behind it that you can use to become more persuasive.
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Contributor: Igor Gramyko from Highwater Standard
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