Sales Advice

The Best Sales Books Every Salesperson Should Read

14th June 2019

Reading. Who does it anymore? Our fast-paced lifestyles combined with our constant need to go on our phones means that we can never switch off. Recent studies have shown that taking time during your day to read a book can boost your concentration, improve your sleeping pattern and also better your mental wellbeing. So, now that you know all about the benefits of reading, you’re probably wondering which book to start with. Look no further; we have handpicked a bunch of sales books that will provide you with all the goodness of reading and also arm you with the knowledge you need to make your sales numbers grow. Whether you’ve just started your sales career and are seeking the fundamental advice to make your business flourish or you are simply looking to expand your current skill set, the following books will be perfect for you.

1. Snap Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath

About the author: Internationally-recognised for her award-winning sales books, Jill Konrath is frequently quoted by the New York Times and various other acclaimed newspapers for her inspiring approach to making businesses prosper.

Why you need this book: This book teaches you how to interact with your prospects through the SNAP acronym (Simple, iNvaluable, Aligned and Prioritised), which defines the four key factors in a customer’s decision-making journey. Engaging and well-structured, Snap Selling is an easy read and packed with knowledge.

Review Excerpt: “This book artfully reveals the key insights every salesperson or sales exec better know if they want to be a top producer today.”

2. The Only Sales Guide You’ll Ever Need by Anthony Iannarino

About the author: Anthony Iannarino is a bestselling author and internationally-recognised speaker on sales and his acclaimed blog draws an average of 50,000 readers every month. Impressive, right?

Why you need this book: Well, this book is just as impressive. Iannarino explains how the mindset you have can drastically affect your sales and gives you the correct advice to put you in a position to effectively execute and secure a sale. He places an emphasis on developing relationships with clients, and offers examples of insightful questions that you can ask them that will set you apart from your competitors. Don’t take the title too seriously though – the other books on this list are definitely still worth a read!  

Review Excerpt: “Nobody knows sales the way Anthony does, and he shares everything from sales tactics to mind-set in this book, written in his engaging style. This really is the only sales guide you’ll ever need – from a real salesperson who knows his game.”

3. Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley

About the author: Colleen Stanley is the founder and president of SalesLeadership Inc, a sales development firm that assists companies in increasing their revenue. She has received multiple awards for her leadership and sales development work.

Why you need this book: Stanley states that the same rules that apply to a relationship with a friend, family member or partner can also be applied to a relationship with a prospect. Stanley reveals the ways in which you can develop your social skills and empathy with others so that you can build mutually beneficial relationships with customers, consequently improving your sales.

Review Excerpt: “Colleen offers great advice and strategies that really are game changers. She is one of the best sales trainers our company has worked with, and this book truly captures the essence of her live sales training.”

4. Secrets of Closing the Sale by Zig Ziglar

About the author: Widely recognised for his work within the American Salesmasters, Zig Ziglar provided motivational seminars and was a major sales trainer for Mary Kay Cosmetics.

Why you need this book: In Secrets of Closing the Sale, Ziglar shares the procedures and strategies that have proven to be essential in his career and also for 100 of America’s most successful salespeople. He also provides over 700 questions that will enlighten you with new ways to communicate with your customers.

Review Excerpt: “To call Zig Ziglar a ‘super salesman’ is an understatement. This work is a compilation of everything he knows about the art of selling. It’s worthwhile reading.”

5. 7L: The Seven Levels of Communication: Go From Relationships to Referrals by Michael J. Maher

About the author: Known as “North America’s Most Referred Real Estate Professional,” Michael J. Maher has dedicated his career to helping salespeople earn a better living by sharing his knowledge of the sales world.

Why you need this book: Maher guides you to attract the right clients as opposed to chasing the ones that don’t want your services. He tells the tale of real estate agent Rick Masters and reveals how he built a more profitable business by utilising the lessons that are taught in this book.

Review Excerpt: “If you want to win in business… this book will show you how.”

Whichever book on this list that has intrigued you the most, you can rest assured that you will develop your knowledge with all of these sales guides and reap all the benefits from reading, too!

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