It is no doubt that reading is a great exercise for stimulating your mind, increasing your intelligence and improving your vocabulary. For those reasons along with many others, if you’re a sales person then you should definitely consider reading. Whilst we often get caught up watching addictive reality TV or soap operas that do very little to help us achieve our goals in the long run, a good book can be great for giving you that brain power you can use to your advantage when dealing with prospects.
I’ve always been a fan of both fiction and non-fiction books growing up, however once I started my career in sales I started loading up my Amazon Kindle with educational books on sales psychology, motivation, success and more, as well as auto-biographies written by famous successful business people. I believe these kinds of books are best to get you into a positive frame of mind and I definitely believe these books have had a long lasting effect on me. Here I’ve listed 10 books that you should consider reading if you’re looking to get the most out of your career in sales.
1. The Chimp Paradox: The Mind Management Programme to Help You Achieve Success, Confidence and Happiness
With over 2,800 positive reviews on Amazon, The Chimp Paradox is a great book to read for any sales person looking to become successful. Prof Steve Peters, Sheffield University Medical School graduate and Consultant Psychiatrist gives his expert advice on how to manage your emotions, be more happy and become the person you want to be. Since sales is a mindset, I’m sure applying ‘The Chimp Paradox’ to your life could definitely help you in your career.
What the readers think…
“I chose this rating because I found the book easy to read and understand. I found the theory extremely helpful and realistic enough to apply to my own experiences an would definitely recommend it to anyone struggling with getting grip on their emotions and why they may react in certain ways and how they might control their behaviour better.”
2. How to Take Charge of Your Life: The User’s Guide to NLP
The User’s Guide to NLP would be perfect for any sales person interested in reaping the benefits of neuro-linguistic programming. Originally created by Richard Bandler and John Grinder in California in the 1970s, NLP is the art of communication, personal development, and psychotherapy, all working together to help you reach your goals. The User’s Guide to NLP does a great job of explaining this in better detail, and more importantly explaining how to implement it into your life.
What the readers think…
“Excellent introduction to NLP. The approach – of someone going on an NLP course, and their thoughts before, during and after – made it very readable. The subtle way of emphasising major points, through the power of a story narrated through the conference delegate, was really clever. It provides a great overview of NLP, in a very easy to read format. I’m now reading the NLP for Dummies book for the substance.“
3. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
Written by the infamous Jordan Belfort of Stratton Oakmont, more known from the hit film ‘Wolf of Wall Street’, Way of the Wolf walks you through Belfort’s ‘Straight Line Persuasion’ selling technique which he claims helped him create his fortune on the phones. Belfort sells his Straight Line Persuasion sales courses online for around $2,000, so being able to get this book for £10 on Amazon means you get top quality sales training for pennies.
What the readers think…
“With no background in sales I wanted to learn how to get more customers to my business. I was recommended the book by a sales director I worked with and I found it to be very useful with lots of great techniques which are easy to understand and implement. I made a lot of notes which I am sure I will refer to many times in the future when I find myself in a selling situation.“
4. Exactly What to Say: The Magic Words for Influence and Impact
Having trained more than 2 million people across the globe in sales training, Phil M. Jones depicts the art of sales in ‘Exactly What to Say’, and as the title suggests, tells you exactly what to say when engaging in conversation with a prospect. If you find there’s times you’ve been stuck in the mud in parts of the conversation with a prospect then maybe this could be the book to help you become a better sales person.
What the readers think…
“I found this book after listening to the go-giver podcast and Phil’s interview with Bob Burg. What a great interview and the book is even better. Concise and punchy information not just for sales people but people looking to be more influential in life and business. I have read many sales books and success books to leave feeling inflated but never had actionable steps to put in to place, Phil’s book certainly gives steps to follow and scenarios to play out. Brilliant book.“
5. How to Win Friends and Influence People in the Digital Age
This is a modernised remake of the original copy released in 1936 by Dale Carnegie, ‘How to Win Friends and Influence People’ which has successfully sold over 15 million copies and is one of the most famous books of it’s kind. How to Win Friends and Influence People in the Digital Age walks you through the fundamentals of selling and persuasion whilst factoring in selling in the modern age, with technology such as email, social media and online marketing.
What the readers think…
“This is brilliant.. I listen to the CD in my car…as hearing it over and over I realise that there is always something that I did no hear before. Great…especially on route to work in the mornings. Carnegie’s powerful words of wisdom sets a positive tone for me for the day..
I have experienced changes in my thoughts, which has since influenced the actions that I am now taking.“
6. The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
Written by one of the most highly respected sales gurus in the world, Brian Tracy, this books tells you all you need to know about sales psychology and how to implement it into your day. Brian Tracy has made millionaires all around the world as a result of his sales training and courses.
What the readers think…
“I highly recommend this book to anyone wanting to stop procrastinating and get serious about productivity and time management. First of all, it is short, well structured and packed with practical advice, which means even busy people who don’t have time for reading self help books have no excuse! Secondly, and best of all, the metaphor of eating frogs is such a powerful and unforgettable one, even world class procrastinators would be convinced by this book’s message: if you want to be productive, you need to do the ugly slimy toady tasks on your to do list first! Tracy uses his witty, engaging, convincing style to impart invaluable knowledge and wisdom.“
7. Selling to Win
Selling to Win is a great book that acts as a comprehensive sales improvement guide which has helped thousands of people around the world. In the most recent edition (the 25th edition) there are stories of people’s success after reading the previous editions and implementing the techniques. This book covers a huge collection of sales techniques and proven methods of how to put them into action.
What the readers think…
“As an recognized international level expert on marketing, I also know the good selling techniques and methods and Richard Denny’s book “Selling to Win” is the best and most inspirational book on selling I have ever read (and I have read many such books). I found it simple to understand, with practical and structured ideas and processes that any person, no matter their sales experience, would find it very easy to use. I have revised and learned many ideas from Richards book that will keep my sales skills up to date and at best performance.“
8. 100 Ways To Motivate Yourself: Change Your Life Forever
Years ago when I started in the city, my first few years of holding down broker jobs I used to listen to this religiously and implement as many tactics as I could in my day. This book doesn’t teach sales strategy as such but it definitely helps in getting you into the mindset of a 6-figure sales person. This book also helps you stay organised and focused as well as highly motivated.
What the readers think…
“I don’t normally review books, however I felt I should after reading this great book. I’ve read loads of self improvement books which have provided varying degrees of help. This book on the other hand is very well laid out, easy to read and has loads of useful ideas. After finishing the book I have several methods at my disposal that are quick and easy to use to motivate myself into action.“
9. The 10X Rule: The Only Difference Between Success and Failure
Famous sales guru and life coach Grant Cardone teaches you how to get to the top of your game in this best selling book. Having taught millions of people around the world including fortune 500 business owners, sports personalities and more, you can now learn the fundamentals to his sales success for only £13. Looking to make £2,000 next month? 10X it and work for £20k!
What the readers think…
“I got the audio version and I really like it, I have a shop and notice an increase in sales from reading it. It confirms what I always knew – hard work pays off! A good read for someone that is willing to put the effort in at any length to win in business and be at the top of the game. The author is like a man but with my heart. I didn’t come to this world to be average so it’s my kind of book.“
10. Think and Grow Rich!: The Original Version, Restored and Revised
Originally written in 1937 by author Napoleon Hill, Think and Grow Rich! is a great book that has sold millions of copies around the world. If you’re a sales person looking to adopt the mindset of a millionaire (or billionaire) then I would highly suggest reading this book. This book has been updated to make it more relevant to life in the 21st century.
What the readers think…
“Love this book, specially this edition by Ross Cornwell. It has inspired me, then I bought for some of my family and friends and has inspired them too. The book is well written, the edition brings the original version to current times and has fantastic teachings and advise to live by. Bob Proctor who wrote the prologue is also a great inspiration and teacher of how you can live an amazing life, regardless of your current situation.
My advise, buy this book… You will never regret it!“
So there you have it, 10 fantastic books which could be the next stepping stone in getting you where you want to be. As somebody who has worked in sales all my life I can honestly say that reading books like these have played a huge part in my success, and have made me more organised, motivated and focused as well as a better sales person.
