The 5 Best Books On Sales Summarised in 1 Page
Continuing our series on best business books we’ve got the top 5 books on sales as chosen by the coaches at The Business Growth Agency. Here are the selections plus our take home message from each one…
1. The Psychology of Selling
by Brian Tracy
Brian Tracy is one of the oldest and most well known sales trainers in the game. The Psychology of Selling is a great entry point to his work. Tracy expertly covers mindset, the stages a lead goes through to sales, how to sell to different personality types and much more besides.
Take Home Lesson
The fundamentals of day-to-day sales consist of common sense techniques, habits and mindsets. You need to master these basics if you’re in sales. Book Link
2. To Sell Is Human
by Daniel H. Pink
Pink examines what the social sciences tell us about effective selling and concludes that being more human is the key. He identifies 3 skills that successful salespeople master which he calls the new ABCs of selling.
Take Home Lesson
To be successful in sales you need to develop the skills of Attunement (understanding someone else’s point of view), Buoyancy (keeping going in the face of rejection) and Clarity (helping people clarify what they want). Book Link
Gitomer is another veteran sales trainer. He is massively enthusiastic about sales which is reflected in his energetic and readable style. Enthusiasm shouldn’t be confused with lack of seriousness though as this award winning title is our most recommended sales book to our clients.
Take Home Lesson
Give first. Become known as a resource, not a salesperson. Your value is linked to your knowledge and your willingness to help others. Book Link
4. Jelly Effect
by Andy Bounds
For sales people communication skills are the tools of their trade. The Jelly Effect teaches readers how to communicate effectively covering writing, networking, sales pitches and public speaking.
Take Home Lesson
Hone your communication by realising that customers only care about one thing – what they’re left with AFTER you’ve worked with them. Book Link
5. How to Win Friends and Influence People
by Dale Carnegie
The most famous book on this list has been in print since 1936. It’s humble down-to-earth advice on how to get along with others is as relevant today as it’s ever been. This is one that I’ve re-read several times.
Take Home Lesson
Always consider the other person’s feelings and do what you can to make them feel valued, understood and unthreatened. Book Link
Summary
Here are the five books summarised in one handy pdf:
