With no clear end in sight to the present physical distancing efforts, it’s probably a good idea to even out all of the Netflix shows you’re consuming with some good old fashioned reading… and maybe even pick up some new skills while you’re at it!
Here’s 9 sales books I recommend you read right now to help you fine tune your sales skills during these quickly evolving times:
Changing the Sales Conversation
In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying–and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on traditional sales methodologies. They must change the conversation.
Selling value to B2B buyers today can feel like trying to stop a freight train that’s hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm’s needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight.
Lead, Sell or Get Out of the Way
In today’s sales world there’s no room for followers. But there’s plenty of room for leaders. Competition is intense, and if you don’t take a leadership role in producing results for your clients, someone else will. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas.
New Strategic Selling
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing “process,” Strategic Selling presented the idea of selling as a joint venture and introduced the decade’s most influential concept, Win-Win.
The Challenger Sale
What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them.
To Sell Is Human
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Sell or Be Sold
In Sell or Be Sold, Grant Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Watch our interview with Grant Cardone here
What Great Salespeople Do
This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.
When it comes to understanding Outbound Sales, Predictable Revenue is your bible on building an outbound team that doesn’t revolve around cold calling. Written by Aaron Ross who built the outbound team at SalesForce.com
It wouldn’t be a complete list without including my own book “Social Selling: How to Prospect, Position and Present Using Social Media”. In this book I cover how to adapt your selling techniques to incorporate social media and modern technology.
Have you read any of these books? What else should I add to the list?
- Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling' and the creator of the online sales training platform SOCO Academy. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.