Sales is a skill that needs to be sharpened over time. Even the best sales manager or sales rep can benefit from refreshing themselves on techniques and strategies. There is nothing better for becoming a successful sales professional than investing in quality sales books.
Books to Improve Your Sales Team
In this article, we will cover a few reasons to read about sales tips and the 2022 sales books to add to your reading list. With a quality sales book, you can uncover sales techniques and tips from sales professionals to bring you to the top of your business. Just an hour a day can make a massive difference in what you can do.
Reasons to Read About Sales Skills
Develop New Skills
When you read, you develop new skills. It’s easy to find yourself stuck in the same pattern in the selling process. While it might be successful, it’s not helping your sales performance.
Successful entrepreneurs read sales books because it allows them to achieve success with more sales through new skills.
Here are a few of the skills you can learn from a quality sales book:
- Time management
- Active listening
These will benefit you in the long run as a professional.
Find Secrets of the Sales
The world of business changes often and it’s vital to have a toolbox that can work for you, no matter how impossible the sale might seem. Look into sales books to find secrets that might clinch your next transaction with a potential customer. You can then pair these new skills with tactics from the sales books.
Learn Tactics for the Sales Process
Every salesperson has a goal, whether in digital marketing or something in a more concrete space. Reading sales books can help determine the steps necessary for sales professionals. You can learn tactics to reach potential customers as you work towards more deals.
Here are a few examples of tactics in sales today:
- Solve problems of the customers
- Continue with leads – be as persistent as possible
- Ensure your approach is warm enough to build relationships
- Use customer referrals to your advantage
- If you commit, follow through
These will bring success to the sales pipeline.
Verified by the Authors
Business tactics are proven to show success through trial and error of many sales individuals. Reading a sales book can reveal tactics that would take practice to understand and master.
Sales books are like cheat codes, and you get all that valuable information from people who have already reached success and know what they are doing.
Learn From the Pros
Not only do you get quality information from the best books, but you also receive insight from an industry professional. The individuals who write these books have extensive experience as salespeople. You can learn everything from negotiating skills to cold calling from those who have done it longer than you.
Pros are the best for information because they:
- Have been or are currently a sales professional
- Have had plenty of time for trial and error; therefore, know the key points
- Have connections with other experts in the industry
Of course, you want to ensure the salesperson who wrote the book has made a sale in their life. Although there are many excellent sales books out there, there are also some sales books you should avoid.
Let’s dive into our recommendations for the best sales books every salesperson should read.
Books Every Sales People Should Read
Sales books are critical if you want to further your knowledge. We have a few excellent selections of the best sales books to be your ultimate guide for many industries.
Here are the books every salesperson should read:
- Sales Manifesto – Jeffrey Gitomer
- The Challenger Sale – Matthew Dixon and Brent Adamson
- The Ultimate Sales Machine – Chet Holmes
- Selling to the C-Suite – Stephen Bistriz & Nicholas Read
- Smart Calling – Art Sobczak
- Coaching Salespeople into Sales Champions – Keith Rosen
- SPIN Selling – Neil Rackham
- Secrets of Closing the Sale – Zig Ziglar
- Objections – Jeb Blount
- How to Win Friends & Influence People – Dale Carnegie
- Selling to Big Companies – Jill Konrath
- To Sell is Human – Daniel H. Pink
- The Most Important Question – Peep Vain
- Solution Selling – Michael T. Bosworth
- Pitch Anything – Oren Klaff
- The Science of Selling – David Hoffeld
- Eat Their Lunch – Anthony Iannarino
These will benefit your business with more deals and new sales.
Let’s talk more about these books. With any luck, you will find one that will benefit your sales process and sales team.
Sales Manifesto – Jeffrey Gitomer
“Sales Manifesto” is the first book on our list – for good reason. The book was originally published in 2019 and written by the famous salesperson Jeffrey Gitomer. Gitomer has years of experience speaking, selling, and training, all of which he funnels into his book.
This favorite sales book is a must if you are looking for a modern take on social selling. The goal is to push individuals to the top of their new sales game and help them stay there. It discusses tactics that don’t work anymore and have been in play for too long. It then reveals quality strategies to replace them.
“Sales Manifesto” is for those who want to replace outdated strategies with something new. If you want to be a better salesperson in your sales team, you should never miss Gitomer’s work on business and social selling.
The Challenger Sale – Matthew Dixon and Brent Adamson
“The Challenger Sale” emerged on the market in 2011 by the authors Matthew Dixon and Brent Adamson. Dixon is an expert in the industry with knowledge in sales, customer experience, and customer service. Adamson has more than two decades of experience as a teacher, trainer, and professional researcher.
This book is a must-read for those who want to have regular high sales. It focuses on business tactics that allow the seller to take control of the sale and deliver value to the interested party. Customers need new ideas – not ones they’ve heard a million times.
“The Challenger Sale” is an excellent choice if you’re tired of losing your sales. Dixon and Adamson do an excellent job explaining how to deal with a challenger customer and reframe client expectations with the right words.
The Ultimate Sales Machine – Chet Holmes
“The Ultimate Sales Machine” by Chet Holmes is a classic. Holmes is an expert teacher in everything in the business of digital marketing and sales and has been working with plenty of individuals to change their lives for the better.
If you want something that gets straight to the point, this book will help you achieve better deals as a challenger seller. Holmes covers twelve techniques you need to be a successful salesperson. There is no messing around here – you get all the information.
If you are a seasoned professional tired of basic training, this book is what you’re looking for; it can provide a change of pace with valuable information and uncover surprising truths on social selling.
Selling to the C-Suite – Stephen Bistriz & Nicholas Read
“Selling to the C-Suite” by Stephen Bistriz and Nicholas Read is another one of the best sales books for interested salespeople. Bistritz has over forty years of sales experience in social selling, and Read came from an excellent sales background where he formed software and workshops for interested sales leaders.
The sales book contains interviews with executives in over five hundred companies. It provides all the information you need to sell to c-level executives, removing outdated measures and assumptions about the craft.
There is nothing more valuable than an inside scoop. “Selling the C-Suite” has everything you need for social selling.
Smart Calling – Art Sobczak
“Smart Calling” appeared on the market in 2013 by Art Sobczak. Sobczak is an international sales speaker and a trainer who works with those who sell phones to create the best results.
If you are someone attempting to maximize sales through the phone, you’ll want to check out this book for advice on the best techniques for customer conversation.
This book is the most popular on the market, even with nine years of sales. The newest version came out in 2020 and offers modern advice – including tips on the terrifying act of cold calling.
“Smart Calling” emphasizes that calling can be a successful prospecting method. If your sales process is over the phone, pick up this book.
Coaching Salespeople into Sales Champions – Keith Rosen
Keith Rosen created yet another one of the best sales books, “Coaching Salespeople into Sales Champions”, in 2008. Rosen is a leading voice in the sales industry, providing programs to thousands of leaders and sellers. He’s also a founder of the International Coach Federation. If you want to improve b2b sales in your company, this is for you.
You can find everything in this book – fatal coaching mistakes to avoid, ways to motivate a team, improving social selling, and even the art of enrollment. This item is one of the best sales books if you want to keep your team together and form a sense of synergy.
“Coaching Salespeople into Sales Champions” is an excellent addition to the best sales books for salespeople. It can help transform your deal or business into something incredible and successful.
SPIN Selling – Neil Rackham
“SPIN Selling” is another excellent book on the market. It’s one of the oldest on this list, first published in 1998 by author Neil Rackham. Rackham has extensive experience with research psychology, which gives him a valuable perspective on the sales process.
The book is a treasure for sales managers and sales team members to generate an idea for their businesses.
This book includes results from twelve years of research and more than 35,000 calls. It discusses the SPIN strategy, a four-step process for a win every time – situation, problem, implication, and need a payoff. It’s a relevant book that provides tactics for any sales reps on the market.
“SPIN Selling” is unique because its strategies have lasted the test of time. If you want to take on one of the classic techniques of the sales world, this option is one of the best sales books for your life.
Secrets of Closing the Sale – Zig Ziglar
“Secrets of Closing the Sale” by Zig Ziglar appeared on the market in 1982, making it one of the oldest selections on this list. Ziglar was a speaker and an expert on leadership, sales, and success. It’s an excellent choice if you are interested in incorporating the persuasion system into your sales strategies.
Keeping its position as one of the best sales books on our list, this book is a masterpiece among the sales experts on the market for many years.
The author provides practical techniques and strategies that can increase sales with a little extra effort. You can position yourself as an expert among customers with the guidance of this book.
“Secrets of Closing the Sale” is a global phenomenon in sales. The author may not be around anymore, but his legacy carries on forever. If you want an established giant in the sales book world, go with this option.
Objections – Jeb Blount
“Objections” by Jeb Blount first came on the scene in 2018. Blount is an advisor that works with tons of executives. He’s renowned for his ability to help companies hit an excellent performance in a short period.
Being one of the best sales books in the market, “Objections” is an excellent choice if you want to take sales objections and turn them into customers that will last.
If you have an income goal, “Objections” is an excellent choice. It will help you move past the thoughts in your brain that prevent you from moving forward to success.
It also provides ideal techniques to help you handle and move forward with even the most skeptical buyer on the market.
How to Win Friends & Influence People – Dale Carnegie
“How to Win Friends & Influence People” is the oldest book on this list, written in 1936 by the iconic Dale Carnegie. In his time, Carnegie was a leader in the world of self-improvement.
A multitude of people continue to purchase his works today for the betterment of their lives. It’s an excellent choice if you want to be a quality leader or salesperson.
Everybody wants to be a leader, but not everyone can achieve that position in life. “How to Win Friends & Influence People” goes over excellent tips for working with others, including advising on working, making people like you, and winning leads by expressing the way you think. For analytics, this book is incredibly helpful.
“How to Win Friends & Influence People” is for those with the desire and idea to rise to the top on a technical level. It’s a classic which continues to serve the world almost one hundred years later.
Selling to Big Companies – Jill Konrath
“Selling to Big Companies” is a book by the massive sales figure Jill Konrath. It talks about the troubles when sellers attempt to sell their products and services to big companies.
This book is ideal if you need to sell to large organizations. It can be daunting, but Konranth goes over techniques that can make the process much easier.
If you’re scared of selling to big companies, “Selling to Big Companies” is an excellent choice for your life. It has plenty of valuable information for an interested seller.
To Sell is Human – Daniel H. Pink
Another one of the best sales books, “To Sell is Human” by Daniel H. Pink first appeared in 2012. Pink is an author with more than a million copies sold across the country. If you are on the hunt for a way to organically ask customers to buy items, this book is for you. It focuses on the human side of the exchange.
This book is an excellent way to rearrange how you think about sales. Rather than putting the transaction first, it allows you to take the customer and make them the priority above the product. It’s a natural way to work and operate.
If you are interested in getting back to the roots of the sale, try “To Sell is Human”. It will show you how to take people you care about and convince them to do what you want them to do.
The Most Important Question – Peep Vain
“The Most Important Question”, written by Peep Vain of Pipedrive in 2018, is a staple for those who have trouble determining their goals in the market. Vain is one of the founders of Pipedrive. He’s also a motivational speaker that speaks on leadership training and motivational training.
This book is an excellent choice for those who have trouble determining where they want to go in life but want to have a remarkable story. “The Most Important Question” helps determine how there are infinite possibilities for those who want to find a goal. However, he clarifies that there is a small, linear way to achieve what you want. You don’t have to sacrifice the big by going for the little.
“The Most Important Question” is an excellent tool for sales professionals to help them determine what they want out of life. A goal can make a big difference in the way you live your life.
Solution Selling – Michael T. Bosworth
“Solution Selling” was originally published in 1994 by Michael T. Bosworth. Bosworth is a speaker and sales trainer that worked with Solution Selling and increased their royalty income annually to more than 2.8 million dollars. If you hate relying on luck or high-pressure situations, “Solution Selling” could be for you.
This book covers everything you need to know about dealing with hard-to-sell or complex products and services. It focuses on a type of sale that deals with solving the problem of the customer, rather than attempting to push the product in their face.
“Solution Selling” is ideal for those who have customizable products which can be tailored to each customer. It will help you become closer to the customer for sales that have meaning in their lives and yours.
Pitch Anything – Oren Klaff
“Pitch Anything” is the next choice on this list, written by the iconic Oren Klaff. Klaff has pitched more than $400 million of products in thirteen years, so the knowledge in this book comes from an expert.
If you need help with the pitch, this book is ideal for you. The information and story here allow your words to be heard, understood, and appreciated by anyone who hears them. He focuses on a scientific method that ensures your pitches don’t fail, every single time.
You don’t have to be a salesperson to benefit from this book. It’s filled with valuable words you can repeat whenever you need a little help.
The Science of Selling – David Hoffeld
“The Science of Selling” first appeared in 2017 by the author, David Hoffeld. Hoffeld is a CEO and a lead sales trainer, working at a top sales firm backed with plenty of research. If you want to find a way to push yourself ahead in a cutthroat world, “The Science of Selling” could be the right choice for you.
This book talks about the story behind several sales tactics, such as mastering the commitments in a conversation that leads to a sale. There is plenty of data and research to work with the opinions in this book.
If you like your information with plenty of evidence, this book is for you. There is plenty of research and solutions for those skeptical of books that don’t cite their evidence.
Eat Their Lunch – Anthony Iannarino
“Eat Their Lunch” is an ideal book for those who want to push forward and create a competitive advantage for their firmness in the marketplace. It was first published in 2018 by author Anthony Iannarino. Iannarino is a speaker who travels across the nation and has published several additional books.
This book provides a step-by-step guide for determining the growth in your competitors and forming ways to win your competitor’s clients. It’s a strategic read for those who want a competitive advantage in the marketplace.
“Eat Their Lunch” reveals that it takes hard work to win more clients than your competitors. If you’re determined to put in the effort, pick up this book as your reading selection.
Turn to The Brooks Group for Sales Training
If you are on the hunt for experienced sales training options, look no further than The Brooks Group.
We have over forty years of experience in the sales industry and are equipped to educate all teams, big and small, offering sales assessments, negotiation training, and seminars. We can help you find training to fit your industry and needs.