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5 Books That Every Salesperson Should Own

Books are a device to ignite the imagination. There’s tonnes and tonnes of valuable information inside them just waiting to be stumbled across. Their words of wisdom can often unleash the sheer determination with you and exceed your own expectations and goals. It’s important to BELIEVE that you’re destined for success, otherwise, your goals will slowly start to deteriorate and remain a mere fiction of your imagination. Turn your dreams into reality with help from these 5 inspirational pieces of work.

1. Secrets of Closing the Sale – Zig Ziglar

All true sales people will have heard of this classic from the mastermind that is Zig Ziglar. This book goes into fine detail on how to communicate with your prospects. In addition, Ziglar touches on the most important topics around social selling, explaining the best practice when attempting to close a sale. This book has everything from how to close important deals to why people don’t want to buy your product. Ziglar is the absolute guru of his trade, and if you’re looking learn how to sell your product effectively, then this is the look for you!

Review Excerpt: I first read this book when starting my career in sales more than 30 years ago, at the time I was able to triple my closing percentage during my reading of this book. Zigs teaching has helped me to become not only a top producing salesman for many years but also an accomplished sales trainer despite being told prior to reading his book that “I would never make it in sales” in fact my dealer tried to fire me three times in my first year!”

2. How I Raised Myself from failure to Success in Sales – Frank Bettger

Here we move on to another MUST read for all sales professionals. Frank Bettger started off as a failed sales man. Not only was he failing as a sales person but he failing financially also. How I Raised Myself From Failure to Success in Selling focuses on Bettger’s story and how he came to find financial stability. If you’re looking for a motivational read then go no further than this classic. Learn all about how to overcome the fear of selling and start selling with enthusiasm and confidence.

Review Excerpt: “Great book, I really really loved this, even if you are not in sales (like I am not) it has some amazing principles and stories to illustrate them that can help anyone.This is one of the books I want to re-read each year, it has some amazing insights and great references to other outstanding individuals and what where some of their secrets to success including some founding fathers and presidents of the united states.”

3. How to Win Friends and Influence People – Dan Carnegie 

Some things never get old, and the same applies for the words of wisdom found in this book. It’s been nearly 20 years since this book was first published yet the volume of insight into how to handle people’s personalities is remarkable. If you’re a deep thinker then this classic is definitely the book for you. To be a top-drawer sales person, your interpersonal skills need to be impeccable, and this book will guide through what aspects are most important to perfect. A book that is sure to bring out the best in you to reach your maximum attention.

Review Excerpt: “In my honest opinion, several principles in this book are repeated around the book. I don’t see it as a disadvantage, because repetition is the key to learning. I did think several of the principles explained in the book are common sense, but I found that it could be easy for a person to react quickly to conflicts. This book has taught me the importance of staying in control and how beneficial it is to be in control of our behaviours and act in a way of service to others.”

4. New Sales.Simplified. – Mike Weinberg

Mike Weinberg takes a somewhat different approach to selling in this easy-to-follow book on topics such as  identifying strategies, structuring your sales calls and prospect preparation. Weinberg takes a funny, yet blunt approach to sales, pin-pointing things that even salespeople fail to realise. This book is suitable for anyone within the sales industry from a sales rep to a sales manager. Weinberg book presents the perfect sales formulas, so that you can live a prosperous future.

Review Excerpt: “I rather suddenly found myself having to begin doing sales work, which I have never done before and I have no sales training whatsoever. Rather than floundering about trying to makes sales (which is what happened the first couple of weeks of this) I decided to read up on, and study how to be a good salesman. I’ve been through about 15 books now and I feel comfortable asserting that this book gave me what I really needed..”

5. The Psychology of Selling – Brian Tracy

When it come’s down to selling, Brian Tracy knows exactly what he’s talking about! This is a book that every salesperson will benefit from, with Tracy explaining how one can improve their selling skills and enhance their own reputation. This book gives you a terrific insight into the psychology behind selling, giving you real-life techniques so that you can become a better and more effective salesperson.

Review Excerpt: “What prompted me to buy this book was reading an interview by Objectivist Don Watkins. Mr. Tracy’s story was enough for me to purchase his book. There is definitely a psychological component to being a successful salesman. Two items Mr. Tracy aptly demonstrates that I believe are important are: 1) goal setting in your businesses is crucial to success. And 2) don’t try to focus on getting the sale. Cultivating the relationship is extremely important. Whether you sell Mary Kay, Avon, Amway or doggie leg warmers, this book is a a definite must have.”


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