A few weeks ago my wife and I enjoyed dinner at her sister’s place. Her husband is an executive chef, and during our visit, I couldn’t help but notice the number of cookbooks sitting in a tall bookshelf. I did a rough count and estimated that he owns more than 400 cookbooks.
That’s a huge number!
But it got me thinking…how many sales books has the average sales person read?
Several years ago, I read an article that stated an overwhelming number of people never pick up a book once they finish school. That stunned me! Especially since I’m an avid reader and can safely estimate that I have read at least 400 books on sales and personal development.
Here are 5 books I think you should read if you want to succeed in sales (I have not been asked to mention these books, nor do I receive a compensation.)
“No one every defaults to prospecting” is Mike’s favorite mantra. Mike knows that the key to long-term sales success is the ability to consistently prospect for new business and he outlines key strategies that will help you improve your prospecting efforts.
Colleen doesn’t tell you what questions to ask or how to handle objections in her book. Instead, she looks at the entire sales process and outlines key concepts that will help you avoid the typical ups and downs in your sales results. Easy to read and it includes lots of practical, real-life examples.
It may have been written more than 20 years ago but the concepts in this book still apply today; especially the concept of asking implication and need pay-off questions. It’s one of the sales books I still regularly reference.
Jill is one the key thought-leader in the sales world and her four-step process is simple and straight-forward and it takes into consideration, the new business/sales world and its inherent challenges.
If you are required to make cold calls I highly recommend this book. Art is an expert in helping sales people use the telephone to make appointments and he explains exactly what to do to improve your connection ratio when you are calling executives. Although it was written in 2010 it is still one of my go-to books.
Obviously, I could list many more books that will help you achieve better results but these are my favorites. I guarantee you find value in them.
What book(s) have you read that have stood out for you and helped you succeed? I’d love to hear your comments.