Here are some classic sales books to consider when looking to read sales books that have been around for a long time. You can take many of the suggestions and tactics and apply them to what you are selling. Whether that is a product or service.
“SPIN Selling” by Neil Rackham: This book introduces the SPIN (Situation, Problem, Implication, Need-payoff) technique, which is a systematic approach to consultative selling.
- “Influence: The Psychology of Persuasion” by Robert Cialdini: While not exclusively a sales book, it offers valuable insights into the psychology of persuasion and can be applied to sales situations.
- “The Challenger Sale” by Matthew Dixon and Brent Adamson: This book challenges conventional sales wisdom and presents a new sales approach based on teaching, tailoring, and taking control.
- “How to Win Friends and Influence People” by Dale Carnegie: This classic book provides timeless principles for building relationships and influencing people, which are essential in sales.
- “To Sell Is Human” by Daniel H. Pink: Pink explores the idea that selling is a fundamental part of human behavior and provides a fresh perspective on the art of selling.
- “Fanatical Prospecting” by Jeb Blount: This book emphasizes the importance of consistent prospecting and offers practical tips for filling your sales pipeline.
- “The Sales Acceleration Formula” by Mark Roberge: Roberge discusses how to build a scalable and predictable sales process, particularly in the context of technology startups.
- “Way of the Wolf” by Jordan Belfort: Made famous by the movie “The Wolf of Wall Street,” Belfort shares his insights and techniques for persuasive selling.
- “High Profit Prospecting” by Mark Hunter: Hunter shares strategies to identify and close prospects that will make you money.
These books have been influential in the world of sales, and you may find them valuable for improving your sales skills.
Happy Hunting!