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.


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