The sales industry is a highly competitive field requiring people to adapt to the changing landscape to achieve results and profit.
While that may sound simple, it isn’t easy to build the best sales strategy since each client has a set of preferences to decide whether or not they will purchase something. As a result, you will need to apply more than one strategy to clinch the deal with them.
If you want to hone your sales strategy even further and succeed in your sales career, here are 8 great books we recommend you check out:
1. How to Win Friends and Influence People – Dale Carnegie
This classic guide by Dale Carnegie talks about human relationships and how you can build the right interpersonal skills that will help you connect with people easily. His books have truly helped me when I was a beginner in Sales.
2. Mindset: The New Psychology – Carol S. Dweck
In this book, psychologist Carol Dweck explains her research about human behaviour and how it can influence sales skills and success. She says that conceptual shifts are crucial in revising one’s attitude to help one achieve the outcome one desire.
3. Secrets of Closing the Sale – Zig Ziglar
Zig Ziglar’s book is an excellent encyclopedia on what any sales employee should know and is written in humour. Some of the things you can learn in this book include the sales cycle and the tools needed for a successful sale. I like that he also provides examples so people can clearly understand how certain concepts work.
4. How to Master the Art of Selling – Tom Hopkins
If you want to learn how to sell ideally, you should check this book by Tom Hopkins. In this book, he shares a variety of sales tips and techniques you can do to secure a sale and set yourself up for success. He emphasises that effective sales conversations and an excellent first impression can help you in the long run. This comes highly recommended by a lot of my friends in the Sales circle.
5. Emotional Intelligence 2.0 – Jean Graves and Travis Bradberry
Jean Graves and Travis Bradberry look into the importance of emotional intelligence and how it can help you lead a successful life as a salesperson and communicator. They expound on critical points you should learn for your sales game in the book, such as becoming self-aware, understanding social proof, and managing relationships.
6. The Only Sales Guide You’ll Ever Need – Anthony Iannarino
As the title suggests, Anthony Iannarino shares his insights about the sales industry and how to approach it. He offers readers real-world examples he experienced and highlights which qualities a salesperson should have to become successful in the industry.
7. To Sell is Human – Daniel H. Pink
Social scientist Daniel Pink focuses on scientific data to help readers understand human nature and how it can help you succeed in sales in the book. He also argues that every interaction we make entails a specific sales element because we try to sell our perspective to others.
8. The Science of Selling – David Hoffeld
Readers of David Hoffeld’s book “The Science of Selling” will get a working and effective practical guide to sales which Hoffeld himself has used in his career. His sales approach utilises behavioural science and psychology, allowing readers to understand how consumers think before they purchase items or services. To me, this book provides a different angle to what I previously see as sales tactics to understanding how to service my clients.
When you are in the field of sales, sales strategies and tips are unchanging, especially in the field of human psychology. However, there may be strategies that you may not be aware of that can help you succeed in the industry. By checking these books, you may be able to find new perspectives that will help you with your own sales strategy.
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