10 Books Every Seller Should Read

Thursday, February 14, 2019

Save to My Library
There are literally hundreds of books that every sales professional should read. I’ve read a good many of them.
 
So, what’s special about these 10 titles I’m going to share with you today?
 
Above all, this list was created with a singular purpose: to accelerate the learning curve of sales professionals. To enable them to become specialists in B2B selling.
 
The books were chosen in consultation with a client to address the specific learning needs of their rapidly expanding sales team in a high-growth start-up.
 
In other words, this is not a “Top 10” or “Best Of” list. It’s just a list that fits a particular need.
 
(Before I list the books let me apologize in advance to all my author colleagues that have written wonderful books about sales. Many of you have been guests on my podcast and I still love your books. There will be other lists.)
Recommended to be read in this order:
 
This book is as relevant today as it was when it was first published more than 80 years ago.
 
Anthony lied. He wrote two other excellent books on sales. Start with this one.
 
My favorite book on personal time management. With its emphasis on managing your time from your calendar I believe this method is the best fit for sellers to use.
 
The classic. You can’t be in sales and not read this book.
 
I know the author.
 
6. The Science of Selling – David Hoffeld
An engaging summary of the research conducted on how we connect and influence other people.
 
7. The Go-Giver – Bob Burg
A wonderful allegory about how to serve more customers by expanding your impact and influence.
 
A practical guide to telling the stories that influence decisions.
 
9. The Speed of Trust – Stephen Covey Jr
Learn why trust is a quantifiable asset and how it accelerates economic relationships (like buying and selling.)
 
10. The Perfect Close – James Muir
Traditional closing techniques are obsolete. James provides a very practical guide to helping your buyers across the finish line.