Top 12 Sales Books
In May 2016 I wrote an article on the top 52 books I most often recommend. Since then I have read many more books and was recently asked which additional sales books I recommend.
My original 5 were classic and current sales books:
The Greatest Salesman in the World by Og Mandino (& Part 2 The End of the Story)
Closer’s Survival Guide by Grant Cardone
Psychology of Selling by Brian Tracy
How I Raised Myself From Failure to Success in Selling by Frank Bettger
The Go-Getter by Peter B. Kyne
The above are still worth reading. I have found these books to be my go-to reference for sales
SPIN Selling by Neil Rackham – If I had to pick one book this would be it! Research based, practical and simple to apply (not always easy, but simple!). I use this to sell personally and in my training. So many of the books below reference it and use the SPIN selling approach and framework.
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holms – The strategies discussed in this book were so powerful I bought myself a hard copy after listening to it on Audible. One read through is simply not enough to mine all the gold in this book.
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg – When it comes to finding new sales this book is a must. Cuts through the noise and has a great how to approach.
Gap Selling: Getting the Customer to Yes by Keenan – I listened to this agreeing with everything said. The clarity of the Problem Identification Chart (PIC) and selling backwards method makes this a must read.
Mastering the complex sale by Jeff Thull – The first half of this book blew me away. I became an instant raving fan and recommended it to all my clients involved in complex selling.
You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling by David Sandler – One of 3 of the most relatable sales books I have ever read (Alongside How I raised myself from failure to success in selling & The best damn sales book ever). The approach, logic and clarity make this a must read. My absolute lightbulb moment was the section discussing Transactional Analysis – transformative stuff!
The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! By Warren Greshes – When our boys got a job door to door selling and came back from the first week dejected, I gave them this book. Told in no nonsense New York manner it is easy to listen to and read with straight forward advice you wish you had been told when you started selling.
The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits by Chris Lytle – Easy to read & listen to. Told with humor and humility and filled with gems if you have ever gone from being a top sales person to having to manage sales people.
More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers by Jill Konrath – Jill gets sales people. This book pays for itself daily in time saved allowing a focus on selling. (Jills Snap Selling is my next read)
The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer– Covers everything you need to know to make a living from selling. Sort of book sales people should read at least annually.
Close that sale by Brian Tracy – Another classic Brian Tracy. Worth reading if you struggle to ask for a sale.
Uplifting Service: The Proven Path to Delighting Your Customers, Colleagues, and Everyone Else You Meet by Ron Kaufman – This is my top customer service reference book. While not a sales book the customer facing service mindset and culture that is discussed should be mandatory reading for all reps who rely on the rest of the team to deliver on their promises!
What sales books do you recommend? I would love to hear from you.
Here to your success!
