For everything, there is a start. And for learning and acquiring new skills – there are plenty of starts and no end! You could start with books, movies, courses, and podcasts. But my favorite and I know most people’s favorite is the old school style – ‘the books’. Sales and marketing is an ever-evolving field. Though evolving, the basic principle remains the same – engage your customers and keep them happy. And to succeed in today’s cutthroat competitive business landscape – you need to be aware of the latest sales and marketing trends. So, the question is how aware are you of these latest and happening sales trends? And staying abreast of these latest trends need not be difficult. Books can be your teacher and friend. But with so many options out there, you may get lost! That’s why we are here to help you. We have done all the leg work and identified 3 must-read books for sales professionals.
Here are the top 3 must-read books for sales professionals
1. To Sell is Human by Daniel Pink
To Sell is Human: The Surprising Truth About Moving Others is one of the best books for sales professionals especially if you are looking at an organic approach to getting more customers to buy. His extensive research put in an easy-to-understand format makes this book a must-read informative guide.
Pink says selling is something we all do every day. This doesn’t have to be just products/services. You are selling your ideas to people every day. That is, you are getting them to do things for you, to listen to your thoughts, your beliefs and in general – what you have to say.
And Pink shows you how serving customers, first and selling to them, second will help you move the people you care about to do the things that you want.
Further, he outlines:
- Everything you need to know about moving people to listen to you and to do what you want them to do
- 6 Successors to the elevator pitch
- 5 Frames to make your message persuasive
- 3 Rules to understand others’ perspectives, and much more!
2. Spin Selling by Neil Rackham
Spin Selling by Neil Rackham is yet another book I wouldn’t miss reading if I were you. Because this amazing book is like a bible for all sales professionals out there. This book contains all the great insights that Rackham discovered in his 12 years research project, especially the golden principles of SPIN – Situation, Problem, Implication, Need-payoff. This ‘SPIN strategy’ talks about simple yet practical techniques that you can apply to increase your sales pipelines and succeed.
And it’s the first book ever to examine everything about selling high-value products and services with a fresh perspective on classic sales techniques with actionable takeaways. Not just that, he has outlined the use cases and real-life examples that can help you understand people’s perspectives, prepare yourself before you approach the customer, questions you need to ask, and then pitch or improvise accordingly – all in the direction to help you close the deal faster.
3. Secrets of Closing the Sale by Zig Ziglar
Who doesn’t know Zig Ziglar? Just type in quotes on google and see who’s quotes pop up the most. Yup, the majority of them will be Zig Ziglar’s quotes.
And this classic – Secrets of Closing the Sale book authored by none other than Zig Ziglar is one of the best books for sales professionals out there. This book comprises more than 100 ways to close the deal faster with 700 thought-provoking questions you can ask your prospects. Not just that, this book is full of entertaining stories and real-life illustrations, and guidelines to help you hone and master the art of effective persuasion.
He has even captured suggestions, insights, and strategies that some of the leading U.S. sales professionals have used.
In short, this book is the ultimate how-to sales guide you’ll ever need as it takes you through every stage of the customer buyer journey along with tips and tactics you can use to spike overall productivity and deal with difficult/challenging prospects.
Wait, That’s not it….here’s a bonus book suggestion
4. The Challenger Sales by Matthew Dixon and Brent Adams
The Challenger Sale: Taking Control of the Customer Conversation is another great book you cannot afford to miss reading. The authors’ groundbreaking research explains how the rules for selling have changed and what to do about it. According to the author, traditional relationship-building strategies are no longer enough to win a sales deal especially when it comes to selling complex, large-scale business-to-business solutions.
His logic is simple, you can’t just build a friendship with your prospects, because that’s not enough. But you need to challenge them. How, you ask? Matthew Dixon and Brent Adams explain it for you in this book. They take you through a step-by-step process of creating compelling insights and shaking up the buyer’s worldview to help you close sales deals faster. This is definitely a must-read book if you are in the sales world.
Have a great book suggestion for sales professionals?
Please share it with us by dropping us a comment.