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Top 15 Books on What Great Salespeople Do
Discover the top 15 must-read books that reveal the secrets of great salespeople and how to excel in your sales career.
Book Summaries
Og Mandino's classic offers timeless wisdom on personal development and success in sales, making it a must-read for anyone looking to cultivate a winning mindset.
3 Key Takeaways:
- Embrace the power of persistence and self-improvement
- Master your emotions to achieve success
- Love is the greatest secret to success in all ventures
How Successful Salespeople Take it to the Next Level
Marshall Goldsmith's focus on behavioral change and interpersonal skills provides a roadmap for salespeople looking to elevate their performance and achieve greater success.
3 Key Takeaways:
- The new sales landscape: Hi-tech/no-touch era demands empathy
- Balance ego and empathy to create readiness to buy
- Identify and stop ineffective habits that hinder customer relationships
The Surprising Truth About Moving Others
Daniel H. Pink redefines selling as a universal skill, emphasizing the importance of ethical persuasion and human connection. This book is a must-read for anyone looking to understand the modern sales landscape.
3 Key Takeaways:
- We're all in sales now: Moving others is universal
- The new ABCs of selling: Attunement, Buoyancy, and Clarity
- Attunement: Perspective-taking and social cartography
Taking Control of the Customer Conversation
Matthew Dixon's research-based approach challenges traditional sales methods, advocating for a teaching-oriented strategy that empowers salespeople to take control of customer conversations. This book is essential for those in B2B sales.
3 Key Takeaways:
- The Challenger Sale: A New Paradigm in B2B Sales
- The Five Sales Rep Profiles: Identifying the Most Effective Approach
- Teaching for Differentiation: The Core of Challenger Selling
Zig Ziglar's classic work on closing techniques emphasizes the importance of empathy and understanding in sales, making it essential for anyone looking to improve their closing skills.
3 Key Takeaways:
- The Core Secret: Help Others Get What They Want
- Selling Is a Transference of Feeling
- Objections Are Opportunities, Not Obstacles
Increase Your Sales Faster and Easier Than You Ever Thought Possible
Brian Tracy's insights into the psychology behind selling provide valuable strategies for building rapport and closing deals, making this book essential for anyone in sales.
3 Key Takeaways:
- Master the Inner Game of Selling
- Set Clear, Ambitious Sales Goals
- Understand Why People Buy
How to Get Your Way in Business and in Life
Grant Cardone's motivational style and practical sales advice make this book a powerful resource for anyone looking to enhance their sales skills and achieve success in business and life.
3 Key Takeaways:
- Selling is Essential for Success in All Areas of Life
- Commit Fully to Your Sales Career and Product
- Develop the Ability to Predict Outcomes
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline
Jeb Blount emphasizes the critical role of prospecting in sales success, providing actionable strategies and insights that can help both novice and experienced salespeople fill their pipelines effectively.
3 Key Takeaways:
- Fanatical prospecting is the foundation of sales success
- Adopt a balanced prospecting methodology across multiple channels
- Time management and blocking are crucial for effective prospecting
How to Sell More, Earn More, and Become the Ultimate Sales Machine
Ryan Serhant shares his journey from novice to real estate mogul, offering practical advice and motivational insights that can help anyone improve their sales techniques. This book is perfect for aspiring sales professionals.
3 Key Takeaways:
- Embrace the "Balls Up" Mentality: Juggle Multiple Opportunities
- Master the Art of Follow-up to Turn Leads into Sales
- Understand and Navigate the Seven Stages of Grief Selling
Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Mark Roberge's data-driven approach to sales provides actionable insights for building and scaling successful sales teams, making it essential for modern sales leaders.
3 Key Takeaways:
- Hire for specific traits that predict sales success
- Implement a structured, predictable sales training program
- Coach salespeople using metrics-driven diagnostics
The Essential Handbook for Prospecting and New Business Development
Mike Weinberg's straightforward approach to sales emphasizes the importance of storytelling and proactive outreach, making it a valuable resource for anyone looking to improve their prospecting skills.
3 Key Takeaways:
- Sales is Simple: Focus on Connecting Solutions to Customer Needs
- Overcome Common Sales Failures with Strategic Targeting and Effective Storytelling
- Craft a Compelling Sales Story that Resonates with Customers
Tom Hopkins' classic work on selling techniques provides foundational skills and strategies that are essential for anyone looking to excel in sales.
3 Key Takeaways:
- Master the Art of Selling: Cultivate Skills, Knowledge, and Drive
- Develop a Champion's Mindset: Embrace Challenges and Overcome Fears
- Effective Prospecting: The Lifeblood of Sales Success
Getting the Customer to Yes
Keenan's innovative approach to problem-centric selling emphasizes understanding customer needs and creating value, making it a vital read for modern sales professionals looking to enhance their skills.
3 Key Takeaways:
- Gap Selling: Focus on the Customer's Problem, Not Your Product
- Understand the Current State: Dive Deep into Customer Challenges
- Envision the Future State: Paint a Compelling Picture of Success
What Every Successful Sales Professional Needs to Know
Zig Ziglar's concise guide to sales fundamentals is perfect for beginners, offering timeless principles and motivational insights that can help anyone succeed in sales.
3 Key Takeaways:
- Embrace the Sales Profession with Heart and Commitment
- Master the Art of Prospecting to Fuel Your Sales Pipeline
- Overcome Call Reluctance through Preparation and Mindset
