20 Books that will Supercharge your Sales Skill

Ask any businessman which is more important, their product or how it’s sold, and you’re likely to get a long explanation on why product their product is the most important. They are not wrong but they don’t have a business if they don't generate sales.

In this modern era of hyper-competition, how we sell has become equally as crucial as what solution we sell.

It's not only in Insurance sales but there is barely any industry that isn’t exploding with more & more new products/services.

So adopting the new era sales process and having extensive sales skills has become an excellent way to differentiate yourself from the rest of the market.

Over 80% of the businesses fail because of a lack of cash flow - because they don't generate consistent sales.

But business owners who have an extensive background in sales or have a strong sales knowledge are aware of those challenges. They are also the ones who are best equipped to tackle sales problems, that's why 15 percent of Fortune 500 CEOs started in sales.

That's why it's more important than ever to master sales. So here's 15 books that will boost your sales skill and make you a master in sales-

1. Spin Selling by Neil Rackham

Backed by 12 years and $1 million in exhaustive research, SPIN Selling by Neil Rackham is absolutely essential reading for anyone who has anything to do with sales.

In his book, Rackham outlines his findings and shares the principles of SPIN (Situation, Problem, Implication, Need-payoff)

2. Getting to Yes by Roger Fisher

based on the work and findings of the Harvard Negotiation Project, Getting to Yes lays out a proven strategy for obtaining mutually acceptable, win-win agreements in negotiations.

Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry or getting taken.

3. Little Red Book of Selling by Jeffrey Gitomer

This book is short, sweet, and to the point. Readers will learn to focus on why people buy and why it matters to the sales process. With entertaining illustrations and soundbites in every chapter, this book is easy to return to for specific helpful tips when you need them most.

4. Secrets of Closing the Sale by Zig Ziglar

This book includes more than 100 different ways to close depending on the situation and 700 thought-provoking questions to use with prospects. You'll also find suggestions from a hundred of America's most successful salespeople.

5. The Art of Closing the Sale by Brian Tracy

Over his business lifetime, legendary author, consultant and speaker Brian Tracy has studied and analyzed sales-losing techniques across many different industries. Bringing the sales conversation to a close is difficult, but with the time-tested skills in The Art of Closing the Sales, you can do it skillfully and propel your sales career to new heights.

6. Never Split the Difference by Chris Voss

A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations - whether in the boardroom or at home.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator.

7. The Only Sales Guide You'll Ever Need by Anthony Iannarino

Iannarino shares his biggest lessons from 25 years of selling, including how to increase your self-discipline, get over your fear of the competition, be more resourceful, discover the buyer's true needs, and more.

8. To Sell Is Human by Daniel H. Pink

To Sell Is Human offers a fresh look at the art and science of selling. If you're currently working in sales, you're probably well aware the old playbook doesn't work. Daniel Pink offers fresh yet practical insights into modern selling, including how to move others, make your message clearer and become more persuasive.

9. Influence: Science and Practice by Robert B. Cialdini

Cialdini reveals the six psychological principles that cause people to comply. Once you've incorporated these powerful concepts into your messaging, leading your prospects to say "yes" will be less challenging.

10. SNAP Selling by Jill Konrathvvv

Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales.

In this book, Kill Konrath acknowledges that today's decision-makers are frazzled, so it can be difficult to get through to them. To address that problem, Konrath offers four simple rules that makeup SNAP selling, geared toward overcoming customer hesitation.

11. Insight Selling by Mike Schultz and John E. Doerr

Authors Mike Schultz and John Doerr studied more than 700 business-to-business purchases to see what winners of major sales do differently than sellers who almost won but ultimately came in second place. The results were surprising. In this book, you'll learn how sales winners sell radically differently and see an outline for what you need to do to transform yourself and your team into insight sellers.

12. The Challenger Sale by Matthew Dixon

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

13. New Sales. Simplified by Mike Weinberg

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new customers.

Looking for a one-stop guide to bringing on new business? In this book, Weinberg lays out a proven formula for finding prospects, developing the relationship, and reaching a mutually beneficial agreement.

14. The Sales Acceleration Formula by Mark Roberge

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge (former HubSpot CRO) has actually done it using a unique methodology that he shares with his readers.

15. The Science of Selling by David Hoffeld

Hoffeld's advice is based on the latest research in behavioral economics, social psychology, and neuroscience. You'll learn a science-based approach to asking questions, securing incremental commitments, resolving objections, reducing your competition's influence, and more.

16. Heart and Sell by Shari Levitin

Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process.

In this book, Author Shari Levitin covered How to find the right middle ground between being too accommodating vs. being too high-pressure? This book offers science-based advice for overcoming objections and aligning yourself with prospects' key motivators.

17. The New Strategic Selling by Robert B. Miller & Tad Tuleja

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever.

Every salesperson will benefit from learning how to reach "win-win" agreements, prevent sabotage by internal blockers, identify the four types of decision-makers, engage senior executives, and more.

18. The TOP Sales Leader Playbook by Lisa D. Magnuson

This playbook includes 16 'plays' to win bigger deals based on interviews with 41 leading sales executives. These plays include top strategies for identifying big deals, developing relationships with those prospects, and closing when the time comes.

19. Inbound Selling by Brian Signorelli

Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content.

Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook.

20. Fanatical Prospecting by Jeb Blount

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.