11 Sales Books All Sales Reps Should Read

We here at Mikogo pride ourselves in provi­ding a solid, well-deve­loped tool that allows sales reps around the world to commu­ni­cate with others online with ease. Today, we’d like to provide sales reps another post that will help them commu­ni­cate more effi­ci­ently with their prospects. Here are 11 sales books that all sales reps should defi­ni­tely read.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

By Brian Tracy

Sales don’t happen by random chance. It takes know­ledge and a great presen­ta­tion. Know­ledge doesn’t just relate to product know­ledge. It also has to do with really knowing what your prospect is thin­king and feeling. Being able to under­stand the reasons behind why your prospects make objec­tions or seem hesi­tant can make you more successful. It also shows your prospects and clients that you really care about what they’re going through. This book is perfect for both new and expe­ri­enced sales reps. You will get a lot of insight into the science of selling.

Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

By Geoffrey A. Moore

This great sales-based book was origi­nally written in 1991 and has since been twice revised; the newest revi­sion was completed in 2014. It teaches the ins and outs of how to market high-tech products. I liked this book because it focuses on the chal­lenge of taking these new, inno­va­tive high-tech products beyond a group of early adopters/evangelists into a main­stream, some­thing only a few compa­nies manage to achieve. Cros­sing the Chasm is touted as “the bible for entre­pre­neu­rial marke­ting.” One of the best teaching stra­te­gies you’ll learn is to approach only one customer segment at a time. It diffe­ren­tiates the diffe­rent segments so that you know exactly how you should market to each group. It also high­lights well, how sales and marke­ting of high-tech products has to change over time as you expand market share and reach.

Secrets of Closing the Sale

By Zig Zigler

There’s very little disagree­ment in the sales world over Zig Zigler’s place as the sales king. This book will teach you prac­tical and proven sales tech­ni­ques that can be used every day. You’ll also learn how to handle specific types of objec­tions and closings. One of the best things about this book is the use of actual examples of the inst­ruc­tions and tech­ni­ques in action. Another great thing about this book is that you can use it even if you sell a service instead of a product. You’ll start brea­king company sales records in no time! Thanks to the witty writing style, it’s a fun read that is also educational.

SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed

By Elay Cohen

Elay Cohen is the former SVP Sales & Partner Produc­ti­vity. In this role he imple­mented some of the most successful sales produc­ti­vity programs in the busi­ness. Sale­sHood gives great insights into success­fully buil­ding and leading enter­prise soft­ware sales teams. It contains some of the best prac­tices that made Sales­force a billion dollar soft­ware company and helps sales execs struc­ture and orga­nize their work.

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

By Aaron Ross & Marylou Tyler

The title says it all. If you are inte­rested in lear­ning how to build a sales machine, a predic­table one, this is a must read. Aaron Ross was an early Director of Sales at Salesforce.com and deve­loped and imple­mented an outbound sales process that helped add $100 million in recur­ring revenue. Aaron offers many hands-on and action­able insights. One of my favo­rite quotes: “Prospects should earn proposals.”

Little Red Book of Selling: 12.5 Principles of Sales Greatness

By Jeffrey Gitomer

This book is great for several reasons. The first reason the Little Red Book of Selling is great is because it is so short. You could read some of it on a break. Since it’s short, it makes a good refe­rence for people who don’t have time to read some­thing longer or who simply don’t like to spend time reading. It also includes an extra section after the 12.5 princi­ples to help you become more moti­vated not just in sales, but also throughout life. It’s written in such a way that you can immedia­tely take the infor­ma­tion that you read in this book and apply it. The words that you will see in the book that are in red print are key areas of the book. It’s a great, highly moti­va­tional read. If you manage a sales team or if you train sales reps, then you defi­ni­tely need this book.

To Sell is Human

By Daniel H Pink

This after­noon read starts off by explai­ning that in today’s busi­ness world, ever­yone is in sales of some form whether they know it or not. Pink explains how – due to infor­ma­tion symmetry (i.e. the Internet) — the world of sales has moved from “caveat emptor” – buyer beware to “caveat venditor” – seller beware. He includes examples and stories from social science, survey rese­arch and psycho­logy, and provides his own sugges­tions for how to sell in today’s economy, all making for a fun and infor­ma­tive read.

25 Toughest Sales Objections – and How to Overcome Them

By Stephan Schiffman

This book makes our list of 11 books all sales reps need to read because it tackles some of the hardest sales objec­tions expe­ri­enced in the industry. Many sales experts say that an objec­tion is simply an oppor­tu­nity to sell. This is true because it shows the sales rep that the prospect has an area of need that hasn’t been addressed. It’s a time to offer a custom solu­tion. The down­side is that the sales rep must know how to approach the objec­tion. That’s where this book comes in. Sales expert Stephan Schiffman tackles the 25 toughest objec­tions and provides example dialogue to help you learn how to help your prospects and become a problem solver. You will learn things like why giving a discount can hurt your prospect and what you should do if your prospect wants to shop around. You can take the ques­tions in this book and use them to put toge­ther a custom presen­ta­tion for your prospect. This is defi­ni­tely a must read for all sales reps.

The Customer Rules: The 39 Essential Rules for Delivering Sensational Service

By Lee Cockerell

People buy goods and services from other people…that they like. Why do prospects like their favo­rite sales rep? It’s because that sales rep gives them sensa­tional customer service. In this power packed book about customer service, Lee Cocke­rell will give you 39 common sense rules that will help you provide excel­lent service to your prospects and your current custo­mers. Every sales rep is also in the busi­ness of customer service. One of the rules in this book is to ask yourself, “What would mom do?” The chap­ters are short which makes it an easy book to read as you have time. It’s a fun book that can be summed up (but should still be read): be nice and always treat other people how you would want to be treated. Oh, and your mom would always do the right thing.

Likeonomics: The Unexpected Truth Behind Earning Trust, Influencing Behavior, and Inspiring Action

By Rohit Bhargava

As a sales rep, you have to earn the trust of your prospects. Your know­ledge and presen­ta­tion can influ­ence them to take action. That’s a lot of respon­si­bi­lity parti­cu­larly if you are new to sales. This book will help you become a trusted advisor to your prospects. You will learn how to expand the trust your prospects have in you. That trust will equate to more sales. You’ll get to read case studies of brands and affluent indi­vi­duals who use the tech­ni­ques from this book. Rohit Bhar­gava is a social media expert that has performed work for giants like Intel and Pepsi. You’ll learn about TRUST (truth, rele­vance, unsel­fi­sh­ness, simpli­city, and timing) in the sales process. It’s an excel­lent read and really hard to put down!

The Icarus Deception: How High Will You Fly?

By Seth Godin

Ever­yone knows who Seth Godin is. In this great book, you’ll learn how to take your career in sales and turn it into an art form. Why would you do that? As this book teaches, art is an atti­tude. It’s very moti­va­tional and full of marke­ting insight that will help you further your career as a sales rep. If you love Seth Godin’s TED Talks, then you will love this book.

There are so many amazing choices for conti­nuing your educa­tion as a sales rep. These 11 books will help you become a trusted sales rep in your industry.

Discus­sion: Have you read any great sales books that you want to recom­mend and add to the list? Share your favo­rite books below in a comment – thanks!

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