Sales Books: Learning How To Sell
I was on LinkedIn the other day and found a post that asked people to recommend books on the art of selling. I thought this would be a good forum in which to share the information. I don't claim to have read them all but here are the books that were mentioned more than once....
- Endless Referrals by Bob Burg
- The Little Red Book of Selling by Jeff Gittomer
- The Little Red Book of Sales Answers
- Red Hot Cold Call Selling by Paul Goldner
- Selling to Big Companies by Jill Konrath
- You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler
This is a good start. If you have any others to add to the list, please feel free to post a comment! Let's learn from each other!
COMMENTS
Great reading list for a new sales person!
I have read most of them. I also like "The one minute salesman". I think most of them have the same concepts, but the reality is someone may say something that really rings with you. The more of these new sales people read, the more ideas they will have, and the greater their success will be. Just my opinion, but I really encourage reading for sales people.
You don't have my book on your list! It's memorable, enjoyable, and easily applied to every type of business.
Shouldn't I get a free autographed copy of Baseline Selling, considering that I just doubled the chances that people would actually visit the site? :-)
My favorite book in the past couple of years for complex, solution based sales is Daniel Adams, Building Trust, Growing Sales - How to Master Complex High-end Sales using the principles of Trust Triangle Selling.
One of my favorites is CustomerCentric Selling. "It's all about the customer, not about you". I found it very helpful in training my team and changing the way they think. It was also helpful in developing our value proposition, scripts,email templates and presentations.
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