A subjective list of 10 books about sales that you should read

A subjective list of 10 books about sales that sales leaders should read

Spin Selling: Neil Rackham

Spin Selling is a book that will help you transform the art of selling into a field of knowledge. Most literature regarding sales is full of anecdotes and many assumptions that, in reality, are not backed up by facts. Neil Rackham presents a stance backed up by empirical proof stating which techniques work and which, in real-world scenarios of use, don’t. It is a must-read for every salesman.

Mastering the Complex Sale Jeff Thull

Before this book was released, a large portion of the business world believed that a good salesman was able to “force-sell” anything to anyone. Jeff Thull strongly opposes such a view. In his book, he presents his vision of a sales process where the client is assisted in establishing his needs and understanding the available alternatives. He is also told what internal changes his company has to undergo to implement a new business solution with the potential to influence the whole business model.

The Challenger Sale: Matthew Dixon, Brent Adamson

This book simply had to make it on this list. The rather fresh-thinking model it presents goes against the main train of thought, not treating sales simply as a human relationship. It mainly takes on the context of an advisory. A salesman, as an advisor, through the implementation of innovation and optimization, helps his clients operate in their respective industries better. The authors state that salesmen have the potential to reach even four times the results if they challenge the thought routines of the client by offering creative solutions.

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, Oren Klaff

A good pitch is one of the most essential elements of the sales process. Depending on how well you’ve mastered this technique, you can either seal the deal or bury your cooperation opportunity. In this book, Oren Klaff describes the rules for presentation and persuasion. The book is a quick read. It’s concise and clear. Pitch Anything gives us insight into how to reach the minds of other people. A must-read for all those who, as a part of their workday, present their ideas or themselves in general, as well as those who negotiate, sell, and persuade.

Strategic Selling: Robert Miller, Stephen Heiman, and Tad Tuleja

This lecture will in turn let us understand how a sales strategy taken by a particular company (and its execution) can help it spread its wings—or clip them. The authors point to the effective practices of successful companies, demonstrating how and why those strategies have proven to be right.

Perfect Selling: Linda Richardson

In this rather short book, Linda Richardson, in simple terms, includes the whole sales cycle. The author simplifies what others unnecessarily complicate. She even states that an averagely intelligent person can manage to take the next step in the sales process. It is a great read for both businessmen and salesmen.

What Great Sales People Do: Mike Bosworth

Mike Bosworth appears on this list for a second time for a reason. The concepts regarding sales have changed dramatically in recent years. In this book, Bosworth examines an emotional perspective, which proves to be a very interesting one and also very different from the wide perspectives of the literature on the subject.

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink

No matter what your profession is, it is a fact that you are, in a way, a salesman. However, not everyone knows what it takes to be a good one. Daniel Pink’s book presents tools and tips necessary for improving our methods of selling our products, our ideas, and ourselves.

Little Red Book of Selling, Jeffrey Gitomer

Jeffrey Gitomer created a guide full of practical recommendations. Salesmen will fall in love with it and learn a lot from it. It is a book for those who expect clear answers. Because of that, it is a book of simplicity and concise language. It is filled to the brim with answers to the burning questions of sales specialists. Their practical use will not only be rewarded once but in the continuous future.

After reading The Little Red Book of Selling, tradesmen will be able to understand how the process of a sale comes about. They will also understand the philosophy of success (a long-term one centered on the relationship with the client), which permanently moves away from manipulation and other old-fashioned sales strategies. The modern attitude values understanding the client’s motives and making ethical decisions to strengthen his relationship with the salesman.

Gitomer repeats his motto over and over again: People love buying but hate being sold to. All salesmen should take this advice very seriously if they want to understand the root of their success. During the lecture, the reader will understand the fundamentals of action philosophy, which refers to a higher purpose based on very particular values.

Hope is Not a Strategy - Rick Page

Rick Page is a highly sought-after trading advisor. In this book, he shares practical models for completing established agreements. If you are responsible for complex sales processes, this book will most likely be very useful.

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