As a salesperson, you have to overcome a number of challenges, like discovering and securing leads, handling angry customers, staying updated with the latest industry trends, and finding the drive to get out there everyday and work - even when you’d rather throw in the towel. That’s why reading is so vital - because a well-written book can help you overcome some of those heavy challenges whether you’re a seasoned vet or just entering the world of sales.
You may want to get a few of these book offerings on audio for inspiration as you commute to and from work.
While there are no shortage of business-related books that offer strategies and inspiration, are are six that every salesperson must absolutely read.
1. “Growth Juice: How To Grow Your Sales” by John A. Weber
John A. Weber (Ph.D., University of Wisconsin), is an Emeritus Professor of Marketing at the University of Notre Dame and has worked with companies like General Electric, AT&T, IBM, 3M, and Federal Express during his career. In “Growth Juice” he turns his experience from all of these companies into practical examples that you can put into immediate action and the concise writing of the book provides a number of sales solutions that you can use during your entire sales process.
2. “The Innovator’s Dilemma: The Revolutionary Book That Will Change The Way You Do Business” by Clayton M. Christensen
This best-selling book by Clayton M. Christensen has been described by Michael Bloomberg as “Absolutely brilliant. Clayton Christensen provides an insightful analysis of changing technology and its importance to a company’s future success.” More importantly, however, it’s an insightful book that describes the importance of changing our perceptions on how to conduct business, (especially in regards to new technologies) if we want to build a sustainable business.
Not only is this a must-read book, it’s an essential addition to your library.
3. “Little Red book of Selling: 12.5 Principles of Sales Greatness” by Jeffrey Gitomer
David Dorsey of the Wall Street Journal said, “This isn't just a red book; it's a 'Red Bull' of high-energy sales tips & counsel.” And, I couldn’t agree more. Gitomer, a salesman and author of the “Sales Bible,” provides the best techniques to use and the attitudes you should consider working on, that will inspire you to become the best salesperson possible, such as asking power questions. This book gets right to the point and is a full of phrases that will keep you motivated when you need a morale boost. It also has many ideas worth sharing with your sales team.
4. “Thinking, Fast and Slow” by Daniel Kahneman
This book was suggested by Miranda Marquit. Marquit says that “This book is written by a psychologist who won a Nobel Prize in Economics.” She adds, “It’s an amazing look at how we make decisions, and what goes into our makeup. I love this book for its ability to encourage introspection. If you want to change the way you think about money and business, as well as life, this book can bring new perspective to the way you think and react.”
5. “Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales” by Orvel Ray Wilson
What’s unique about the approach in this book is that it doesn’t pressure or motivate you to become a salesperson, though sales is what the book is about. Instead, it’s a clearly written book that can be used by those of us who have to sell and how to become more competitive through unconventional ideas that are easy to implement.
When reviewing this book Brian Tracy, president of Brian Tracy Learning Systems, said, ''This is a fast-moving, action-packed book on selling, full of practical tips and ideas that anyone can apply immediately to increase their corporate sales and personal income. Every salesperson in today's competitive market should read this book from cover to cover. It will give you the winning edge over the competition!''
6. “How I Raised Myself From Failure to Success in Selling” by Frank Bettger
No matter what you’re selling, there’s no doubt that you’ll find Frank Bettger’s story of going from a failed insurance salesman to owning his own real estate company. This book is not just informative, it's inspiring. Bettger, who was mentored by Dale Carnegie, achieved his success by focusing specifically on the power of enthusiasm; how to conquer fear; the key word for turning a skeptical client into an enthusiastic buyer; the quickest way to win confidence; and the seven golden rules for closing a sale.