7 Books Every Salesperson Should Read

This week, I’ve curated a list of 7 of my favorite sales books ?? and why you should read them if you want to become a better seller.

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We’ve all heard the phrase “leaders are readers”, or that the average CEO reads 60 books per year. ??

Yet, the average person reads only 12...??

And I’d bet some of you reading this haven’t read a book since “The Great Gatsby” ?? in High school.

So today I’ll share 7 of my favorites and why I think you should give them a read.

#1 How To Win Friends And Influence People

First I’ll start with what I consider to be the GOAT. ??

This Dale Carnegie classic was written over 100 years ago, but the lessons still apply. If everyone lived by the principles in this book, the world ?? would be a better place.

If you could only pick one - pick this one.

#2 The Little Red Book Of Selling

I remember picking up this book before starting my first “real” sales job and loving ??? it. It’s an easy read.

While writing this, I picked it up and flipped through the pages. It’s been too long and I’m definitely adding it back into the rotation.

#3 SPIN Selling

This book was my first introduction to learning how to ask better questions. ?

I’ve always worked best when I have a process or framework to follow and this book does that with questioning. SPIN (situation, problem, implication, need-payoff)

If you’re new or you’re being told to “just ask more questions” but have no idea ?? “how” then read this book.

It lays out a simple, logical questioning process that works.

#4 The Secrets Of Question-Based Selling

This is one of my all-time favorites. Similar to SPIN selling, it revolves around a logical question-based approach.

I read this book over 10 years ago and I still use word-for-word questions I learned from this book. A must-read for any seller serious about learning how to ask better questions. ??

#5 The Challenger Sale

This book categorizes B2B sales reps in 5 different styles (Challenger, Hard Worker, Lone Wolf, Relationship Builder, Problem-Solver)

The finding was that among high-performers, the Challenger style correlated with increased close rates. ??

It goes in-depth about the characteristics of each style and how you can develop the skills to implement the “Challenger” model.

#6 Gap Selling

If you’re an audiobook listener ??, this is a great listen.

The book’s author has a no-bs, in-your-face style and I love it.

He debunks old sales myths and provides a framework to help sellers find the “gap” between where buyers are and where they want to go.

If there’s no gap, there’s is no ?? sale.

#7 Influence

This book is another must-read IMO.

It helps you better understand human psychology and the influence it has on how we make decisions. ??

The author organizes the chapters into 6 categories based on psychological principles that direct human behavior: Reciprocation, Consistency, Social Proof, Liking, Authority, and Scarcity.

It’s full of research studies that will blow your mind ?? on how we’re conditioned to “click, run” programs in our brains ?? without even thinking.

If you want to learn how we as humans are influenced - read ?? this book.

The End

Now obviously there are a ton of other really great books out there and you should aim ?? to read as many as possible If you truly want to become an “elite seller”.

Since this is not an exhaustive list ??, put some of your favorites in the comments! ??

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