Looking for a good sales book to read. What are your favorite ones?
Fanatical prospecting is a good one. probably the best I read in the last year or so.
New Sales Simplified by Mike Weinberg – This book goes over prospecting, meeting hot leads, and closing deals. It has some really actionable advice on how to engage prospects and move them through the pipeline. The chapter on outlining meeting agendas with prospects directly impacted my sales process. The whole thing is easy to read but really valuable.
Challenger Sale and Unselling are my top picks. They give new perspectives on how to think about engaging with customers and sales. Great insight on approaching customers in a new and less salesy way.
I have a few favorites
- SPIN Selling by Neil Rackham unravels the principles you see in conventional sales training. It might be an obvious choice but it’s worth a look if you haven’t read it yet.
- How to Win Friends and Influence People by Dale Carnegie is a good book for everyone in business to read. People (and prospects, haha) are egotistical so Carnegie tells you how you can use that to your advantage.
- Perfect Selling by Linda Richardson has sound, straightforward sales advice. My manager actually gave this to everyone on my team for Christmas several years ago.
I want to second andy’s SPIN Selling suggestion. I read that book in college and I still think about it all the time.
If you don’t have time to read Predictable Revenue, which is another really good sales book, you can watch this video book summary which is helpful for summarizing the book’s main points.
I have read so many sales books and they all have great tidbits of information. One that I particularly love is “how to get your competition fired without saying something bad about them”. the basic tenet which seems obvious is that when you are trying to sell a new potential prospect and they already have a product that is similar to yours…how to do get rid of the other salesperson without saying something bad about them or their company. If you think about it, there are really three people in the room when you are selling…you…your prospect…and the person they are currently buying from (even though he is invisible). At some point your prospect will need to tell that invisible person that he is moving on to you and frankly that is an uncomfortable situation. And even though you might have a better price/product…etc…that prospect does not want to fire this person who has been calling on him for years. You will need to provide him with ammunition. That is what this book teaches you
I already read SPIN Selling in school but thank you, it’s definitely a good one!
@grace - That is a really cool idea. I have never tried watching book recaps to save time on reading
@James James - Never heard of that but it was just added to my amazon cart, thanks. I think it would have been a good thing for me to read in school as well
Robert Chaldini’s Influence: The Psychology of Persuasion is a classic and my absolute number one!
@padav45 I love that book too! In my opinion, psychology books can really help you if you work in sales (and a lot of other areas actually), as they allow you to better understand the human brain and how we make decisions and function on a deeper level. It has really helped me better approach certain situations both in my private life and at the workplace.