Recommended Reading for Sales and Selling Organizations
Here’s a short list of books on sales and business that I recommend to clients who want to reach the level of sales they desire and deserve. These are tools that every high-performing salesperson should have in their sales toolkit.
Baseline Selling by Dave Kurlan – Systematic approach to selling that gives salespeople more results and control over the sales process.
Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page – Use the strategies to navigate the complex sale and land your next whale account.
Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz – Learn how to use the psychology behind negotiation and the correct use of ‘no’.
The Platinum Rule for Sales Mastery: How to Adapt Your Selling Style to Match Every Prospect’s Buying Style by Tony Alessandro, Scott Zimmerman – Achieve quicker bonding and rapport with others and improve communication in any and all other situations.
Selling the Invisible: A Field Guide for Modern Marketing by Harry Beckwith – A collection of short, practical strategies with insights on how markets work and prospects think.
Influence: The Psychology of Persuasion by Robert Cialdini – Still the foundational book for understanding the principles of persuasion and the psychology behind why people say “yes”.
The 7 Habits of Highly Effective People by Stephen R. Covey – Filled with practical wisdom for people who are looking to take control of their lives and careers.