10 Sales Books Every Salesperson Should Read
Ask any accomplished business leader today and they will agree that a passion for continued self-development is crucial to personal and professional success. Following Oprah Winfrey’s footsteps, Mark Zuckerburg announced early this year that he would begin his own Virtual Book Club. His goal? To read a new book every two weeks and broaden his knowledge about “different cultures, beliefs, histories and technologies.”
Since not everyone can digest a book in two weeks we have compiled a list of 10 for you to benefit from this summer, starting with two from Integrity Solutions. However many pique your interest, we hope that you will be inspired to make an investment in your self-development.
1. Integrity Selling for the 21st Century
If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales.
2. The Inner Game of Selling
Discovering why you sell is more important than what you know. By diving into the internal factors that motivate people, The Inner Game of Selling shows how you can become more successful in sales. These factors include your values, belief boundaries, goal achievement, social skills, and inner purpose.
3. Don’t Sweat the Small Stuff…and it’s all small stuff
Focused on personal development, Richard Carlson’s book has invaluable wisdom for those of us who feel trapped in an over-crowded, loud and stressful world. Learn how to literally stop sweating the small stuff: lower stress, trust your intuition and live in the present.
4. The Speed of Trust
In his powerful and paradigm-shifting book The Speed of Trust, Stephen M. R. Covey demonstrates how trust is “the one thing that changes everything.” Introducing what he calls the “trust dividend,” this book explains how trust is measurable in all facets of our daily lives; when trust goes up, speed and cost go down. This book is bound to change the way you live your life personally, publicly and professionally.
5. How to Win Friends & Influence People
Dale Carnegie’s classic best-selling self-help book shows how to improve our interpersonal skills in and out of the work place. Though written many years ago, the importance of being genuine, smiling, or remembering someone’s name will only continue to increase as people spend less time interacting face to face and more time on their screens.
6. What Great Salespeople Do
Michael Bosworth and Ben Zoldan have synthesized the latest breakthroughs in neuroscience, psychology, sociology, anthropology and other disciplines to bring you new insights into how and why consumers make decisions. Discover the importance and power of emotion in consumer decision factors and what the greatest salespeople do to help their customers say yes.
7. The Power of Habit
Written by Pulitzer Prize-winning business reporter Charles Duhigg, The Power of Habit dissects the very nature of habits: how to overcome them or create better ones. Duhigg explains how certain companies have harnessed an understanding of people’s habits to achieve successful business results. Whether you’re trying to kick a personal habit, or build a better one, this book is a worthy investment.
8. Made to Stick
Is your sales message sticky enough? Written by brothers Chip and Dan Heath you will learn why some ideas stick and others die, how to communicate powerful ideas, and understand the elements behind their acronym SUCCESS: Simple, unexpected, concrete, credible, emotional and stories. We think you’ll find this book as entertaining as it is informative.
9. Take the Stairs
Success comes down to one essential factor: self-discipline. Rory Vaden discusses this concept by showing how small decisions, such as choosing to take the stairs instead of the elevator/escalator, can positively impact your life. This book provides an approach that helps you make the right decisions, overcome challenges, and get the results you want.
10. To Sell Is Human
Daniel Pink’s book, To Sell Is Human, has made the top lists of the New York Times, The Wall Street Journal and Washington Post. Pink reinvents the way we understand and interpret the art and science of persuasion and selling. In his own words: “Whether we’re employees proposing colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.”