“Who has time for reading?” You may ask yourself every time you come across an article like this.
Well, let me give you some names… Bill Gates reads more than 50 books per year. Elon Musk learned how to build rockets by reading books. Warren Buffett reads 5 to 6 hours a day. And the list just goes on and on.
They are obvious proof that success is closely linked to reading. If they can make time for it, you can too.
As a salesperson, investing in yourself is key to standing out from the crowd and advancing your career. So, stop making excuses, take that Amazon gift card that you've been holding on to and cash it in for some of the best books on selling. You won’t regret it.
Here Are the Sales Books you Can’t Miss
Robert Cialdini is an expert in the field of influence and persuasion. He spent 35 years researching what drives people to change their behavior. In this book, he explains the results of his evidence-based analysis and teaches the psychology behind the power of persuasion.
The book presents 6 universal principles that will allow you to convince anyone and to defend yourself against skilled persuaders. Mastering these principles will enable you to succeed in sales and get people on your side. Sales is all about convincing the customer to buy your product, so this should be one of your top sales books in your list.
Despite his background in engineering, Roberge is considered one of the top salespeople in the world. He’s a Senior Lecturer at HBS and the former CRO at HubSpot, where he increased revenue by 6,000%. So, if you’re looking for actionable tips to improve your ROI this is one of the best sales books.
He’s also the author of this fantastic book that helps anyone understand how sales work. It provides a scalable, predictable approach to growing revenue and building a winning sales team. You’ll learn how to combine data, technology, and inbound selling to accelerate every aspect of sales, including hiring, training, managing, and generating demand.
You can also check out Mark's episode on the Outside Sales Talk podcast, where he shares his secrets to grow a successful sales career.
In this book, Bob Burg explains what the most successful men and women in modern history have in common: excellent persuasion and influencing skills.
It covers topics like how to make people feel important, how to set yourself apart from the rest, and how to deal with difficult people. These skills will improve your sales techniques and teach you how to get what you want at all times. Bonus: This isn’t just a sales book, it’s also a book about how to succeed in life.
This book presents the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce, almost doubling their enterprise growth with no cold calls. For those skeptical about outbound sales, the book shows how to be friendly and helpful to make the process more enjoyable for everyone involved.
It also covers some of the most common mistakes CEOs and Sales VPs make and how to avoid them.
Predictable Revenue is a great book to help CEOs, entrepreneurs, and VPs of sales build an effective sales process by developing self-managing sales teams and turning employees into mini-CEOs. This is the best book on sales to empower your team.
Negotiation is a vital part of sales. Too often, good sales tactics are ruined by poor negotiation skills, resulting in lost deals. After deep research on this topic across world-class sales organizations, Ron Hubsher wrote this sales book that reshapes the negotiation process. He shares actionable tips to increase margins and profitability on your deals.
The book introduces a repeatable system to close sales, increase the lifetime value of clients, create better agreements for both parties, and eliminate discounting. That’s why it’s considered one of the best books on sales negotiation.
This is one of the classic sales books that no one in sales should miss.
You’ll learn all the details about SPIN (Situation, Problem, Implication, Need-payoff) strategy, which consists of a number of simple, easy-to-apply techniques.
Rackham explains why traditional sales methods, which were developed for small consumer sales, won't work for large sales and why conventional selling methods are doomed to fail in major sales.
This book talks about how sales is a natural activity common to all human beings. It shows how we all practice the art of selling in our daily lives. For example, when you pitch your coworkers a new idea or when you try to convince your friends to watch a new show. From this angle, we’re all salespeople.
You'll learn about alternatives to the traditional elevator pitch, rules to understand others’ points of view, how you can make your message clearer and more persuasive, and much more.
In short, it’s a great sales book that offers a fresh look at the act of selling.
As the title suggests, its purpose is to help you cut down your working time, be able to work from wherever you want and make more money!
The book has an entrepreneurial mindset and provides many proven tips to simplify your life and become more productive. It shares top hacks for automating your work, avoiding interruptions and having more effective communications, which make this book especially helpful for salespeople.
This book is one of the best books for sales consultants and trainers.
Page has taught his 6-step selling process to thousands of salespeople in more than 150 companies. This process is broken down in this book.
It has some great tips, like how to identify and sell to a prospect's business pain, how to qualify your prospects, and how to build competitive preference. It also helps you understand how the decision-making process works and how to always close the sale, no matter how complex it looks.
Based on the work of the Harvard Negotiation Project conducted by the authors, this book helps people understand negotiation and conflict resolution.
It presents a proven, step-by-step strategy for reaching an acceptable agreement in every type of conflict without threatening a good relationship. It shares a straight-forward, universally applicable, method for negotiating personal and professional disputes without having a falling-out.
The Harvard negotiation method has been shaping every conflict resolution since this book was first published. As a result, it’s claimed as one of the best sales books of all times.
Geared towards SaaS business owners, this book explains why you don’t need magic to grow your business faster. Ross and Lemkin sustain that successful SaaS companies such as Zenefits and Salesforce follow a template to grow in a faster and sustainable way.
From Impossible to Inevitable, a.k.a ‘The Sales Bible of Silicon Valley’, will help you turn impossible goals into inevitable success. The book provides you with a 7-step guide to hyper-grow your company. By using the same strategies as top companies, you will understand what it takes to break your revenue records. This is the best book on sales for those interested in increasing their business revenue as quickly as possible.
This book breaks down the history of power into 48 essential laws. The rules are meant to explain how prudence, confidence, and self-preservation can help you influence and persuade others.
It provides interesting insights on sales psychology, as well as tips on how to gain control and avoid manipulation. This is a top sales book recommended for salespeople who are trying to improve their negotiation skills and overcome objections.
Why Reading Makes you Better
These books on selling will help you master your persuasive and influential skills, outperform your current negotiation results, build you a winning sales team, and grow your revenue. Besides taking your sales strategy to the next level, reading provides many other benefits for salespeople.
Reading can make you feel more relaxed and improve your health, as a matter of fact, research has shown that reading for six minutes can reduce stress by 68%. Actually, reading is even more effective than listening to music (61%) or drinking a cup of hot tea (54%). It has also been proven that reading helps you sleep better.
By reading you not only develop your IQ, you also improve your EQ. To be precise, people who read for only 30 minutes a week have a stronger sense of empathy that those who don’t. This ability to understand and relate to others it’s crucial for leadership and management roles.
Finally, reading improves your memory and ability to concentrate, helping you make more analytical decisions and improve your problem-solving skills.
How to Read when your Time is Limited
As a sales person, you’re probably too busy to spare time to read everyday. Keep in mind, to start reading you don’t necessarily need to find a quiet room with a comfortable couch. Below are some alternatives to this ‘ideal’ setting, that will allow you to read from anywhere at almost any time: