Top Sales Books to read in 2017
Our list of top sales books is Sales are the lifeline of every business. As an owner, head of sales or if you are part of the sales team, your primary focus is the number.
If you are a good, natural salesperson, you will enjoy and prosper, however, if you are not it can be a nightmare.
Let me tell you that it doesn’t mean the end of life, like any profession, if you are not born with it you can practice and master the art.
The good news for us is that there are thousands of literature available from the sales gurus. You don’t have to fail and learn but read a couple of books and sharpen your skills.
I can guarantee you that with every book you will learn something new and your knowledge will grow.
If you start applying whatever knowledge you have gained, in every sales presentation, your numbers will improve. I can guarantee you because I know I have been there.
I joined three companies; I wanted to make money, yes, I was and will always be hungry for more, however, I failed.
Fired from three sales jobs within a month’s time, I thought I was a failure, and this probably is not my cup of tea. I joined customer service, but I always missed that thrill and adrenaline pump after making sales. Oh! I loved the sweet feeling of achievement.
When I started my business, I knew there was no way out. I didn’t have the budget to hire a sales team. I was a one-man guy. I was taking care of tech (configuring the router, learning about CMS, etc.) I was a one-person show.
It’s then a thought cross my mind. What if sales can be taught? Have I given it a try? Maybe the training I have received so far was bs. I mean I had a script and a bunch of rebuttals, and all I had to do was learn.
So I went ahead to explore. Let me remind you I am average Joey who probably will go into a coma after reading. So, I started devoting time little by little. Soon my stamina for reading and grasping increased.
With time, my performance has improved, and I make sure every day devote some time to learning.
Here are some of the top sales books that I will recommend if you are a guy like me wanting to improve my sales skills. Please note, the sequence isn’t a ranking.
Also, if you think reading one book can be a life-changer than its just a fantasy. Some people complain that the book teaches you nothing new but remember almost every book might sound similar to you but with every book, you may learn something new or at least relearn and improve your memory about what you have learned so far.
“No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts.
Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. “
It’s one of those rare books that have a 5-star user rating on Amazon.com. Now that may not mean anything, or it can mean a lot.
The author, Mike Weinberg, in this book, covers in detail with real-life examples of various scenarios that go in a sales cycle. It’s a very straightforward book that helps the salesperson to identify what have they been doing wrong so far.
“The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.”
If you have been following Sales Leaders you will often come across a name or must I say a brand name, Brian Tracy. Almost every sales guru has, at some point in time, read literature from him, applied it and has gain success.
Over time the buying behavior has evolved a lot, and this book may seem outdated but needless to say, there are some nuggets you can still apply and gain from with him.
It’s one of the top sales books with a 4.6-star rating on Amazon.com.
3) The 10X Rule: The Only Difference Between Success and Failure by Grant Cardone
“Achieve “Massive Action” results and accomplish your business dreams!
While most people operate with only three degrees of action-no action, retreat, or normal action-if you’re after big goals, you don’t want to settle for the ordinary. To reach the next level, you must understand the coveted 4th degree of action. This 4th degree also knows as the 10 X Rule, is that level of action that guarantees companies and individuals realize their goals and dreams.”
If you are in sales and if you are hungry for learning, there is one name you will recognize, and that is Grant Cardone.
If you don’t, then you probably are in the stone age, and you need to catch up. Grant Cardone is a superman of sales. He is your classic salesperson and a very generous guy when it comes to sharing wisdom. Grant isn’t your “Shakespeare of Sales” but a man who walks the talk.
From being broke to a guy with net worth 100 million he has proven to the world that he is just a keyboard wiz.
The book with an average rating of 4.6-star rating on Amazon.com has done wonders for people who have read it. The title is pretty straight forward and tells you what you already know, but you don’t follow, and it’s a reason why you are where you are.
I am compelled to add extra paragraphs just to mention to you that he follows what he preaches religiously. He has contributed and influenced life by following his 10X rule. The 10X rule book is a for sure bible of sales and the top sales book. The bottom line, take massive actions. God helps those who help themselves.
4) Influence: Science and Practice by Robert B. Cialdini
“Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.”
Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.”
While most sales books are about strategy, presentation, etc., Robert B Cialdini gives you an insight into how a human mind works and six principles that will make people comply with you.
He teaches the science behind human behavior, what we do and why we do. No doubt the knowledge, you gain from this book, in addition to what you learn from all of the above can be change your perspective on sales and can be a game-changer.
Why should you read this book? If you follow the six principles, for personal or business transactions, it will make getting a “Yes” less challenging. It shows sales is not just an art but science, too.
It has been rated as 4.5-star on Amazon.com.
“This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.
What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? “
The other sales books mentioned in this article covers topics that will be helpful for a salesperson, but this book is for sales leaders. Predictable Revenue from Aaron Ross teaches about the sales process that helped Salesforce.com overgrow and add $100 million in recurring revenue.
He shares how he discovered the process, the reason behind it and the impact it had on the bottom line. In this book, he educates defining a process and hiring an expert instead of a jack of all trades. You will also cover fatal, yet common mistakes CEOs and sales leaders of a company repeatedly make that costs a fortune.
Aaron Ross was a business owner before joining Salesforce.com in 2002. Salesforce.com is a brand new but was little known when at that time. The concept of SaaS was new, and most weren’t comfortable with it. His out of box thinking and experimentation helped him discover and perfect the process that he preaches in this book. His experience ranges working with companies of all sizes right from startups to SAP, Oracle, Uber and more.
The Predictable Revenue has a 4.3-star rating on Amazon.com
We have limited our list of top sales books to only five, but it doesn’t mean that there aren’t more out there that you should read.