Top 10 Books to Empower Your Sales Team
You have covered a long distance from being a sales rep to a manager.
Now that you have a whole sales team under your wings, it’s a great responsibility to look out for the best from each and every member.
It’s on you to assure that your sales team stays motivated and achieves their full potential.
A big part of your team’s success depends on the ability to continually learn different and better ways of selling.
This requires you to look at the bigger picture. It requires you to not go ahead with just your own perspective, but also learn from the experts.
Continuous learning is the only way to sustainable growth and with the help of these 10 books, you are sure to serve that purpose:
Top 10 Books to Empower Your Sales Team
1. The Art of Closing the Sale by Brian Tracy
The world-renowned sales expert and author of the bestselling book “The Psychology of Selling”, Brian Tracy has written over 80 books. Each of them has been translated into several languages all around the world.
The Art of Closing a Sale is another insightful book by him and helps a salesperson with the most successful closing techniques even today.
Sales wasn’t a bed of roses for him either. In the beginning days of his career, he found it difficult to close sales as his most hated enemy was the simple five words objection:
“Let me think it over.”
That was the case until he found a technique that helped him break all sales records in his company. This book is a must-read for all the budding salespeople who also want to know how to counter the famous “Let me come back to you.”
2. To Sell is Human by Daniel Pink
The best-selling author Daniel Pink comes with a fresh outlook and offers his readers a new perspective on the art and science of selling.
A #1 New York Times Business Bestseller, To Sell is Human digs deep into Social Science to provide the author’s insights of selling in the 21st century.
The humorous and witty tone keeps the readers hooked to the pages. It is extremely useful for managers as well as salespeople who carry the desire to better themselves in the field.
3. More Sales, Less Time by Jill Konrath
This book would be a great help for the overwhelmed seller who works around the clock, still feels it’s not sufficient, and is never able to call it a day.
The world-renowned sales consultant and speaker, Jill Konrath once found herself in the same situation. Her book More Sales, Less Time is a product of her experiment to help the salespeople who find it hard to adapt to the fast-paced sales world.
The book consists of some helpful sales hacks and time savers to stay at the top of your sales game.
4. Pitch Anything by Oren Klaff
Oren Klaff shares with you the most recent findings of neuroeconomics with a blend of his own experiences of sales methods to present you with the STRONG method of pitching.
He has been using his unique method to deliver pitches for more than a decade now. Currently, his successful pitches have raised more than $400 million and with his book Pitch Anything, he has decided to share his ideas with others.
The book teaches you to have control over each and every stage of a pitch process by understanding the simple science behind how the brain responds to pitches and takes simultaneous decisions.
5. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
Nowadays, almost every salesperson is required to read this book when they are hired.
The author takes the readers to the knowledge that to sell large B2B solutions, companies have to change the way they sell like the old methods of relationship-building no longer proves to be the most effective.
The book identifies sales reps into five profiles and explains how the highest performers fall into the Challenger seller category.
The model is all about teaching and tailoring a sales experience. By learning the challenger sales model, a salesperson will be able to have control over any customer conversation.
6. Emotional Intelligence by Daniel Goleman
Published in the year 1995, this book by Daniel Goleman doesn’t consist of several ways or a list of sales methods to close sales or seal the deal. Instead, it focuses on emotional intelligence and how it is important to succeed in any area of life, including our professional lives.
This book will make you aware of the reasons behind the sales tricks as Goleman shows a relationship between our rational and emotional sides of mind by binding the science of psychology and neuroscience together.
7. No Forms. No Spam. No Cold Calls by Latane Conant
This book by Latané Conant focuses on the reality of how the old traditional methods of sales and marketing are annoying the customers instead of creating value.
Hence, the author takes a dig into these methods such as web forms, spam, cold calls, ads and explains why it needs to be replaced with what customers want.
The book teaches how to engage customers and capture opportunities by offering high-value content in the early stages of the purchase and providing knowledgeable support in the decision stage.
8. Coaching Salespeople into Sales Champions by Keith Rosen
This book has maintained its place as the #1 best-selling sales management book on Amazon.
Through his book Coaching Salespeople into Sales Champions, the CEO of Profit Builders, Keith Rosen puts emphasis on developing managers as a better coach and teaches them how to coach their sales team to bring out the champion in each one of them.
He is of the opinion that sales champions are not a by-product of sales training, rather, they are developed by better coaching.
For further guidance, it consists of strategies to fix underperformers, hundreds of coaching questions along with case studies and coaching templates and scripts.
9. Sell or Be Sold by Grant Cardone
For the author Grant Cardone, everything in life should be treated as a sale. It doesn’t matter if it’s selling a product in a boardroom or selling yourself into eating healthy.
The sales expert is of the opinion that each and every one of us should know the art and principle of selling in any avenue and any situation.
The book also offers essential knowledge on how to deal with rejection by turning around negative situations by being positive. It also teaches them ways to shorten sales cycles and overcome hesitation while making a call.
10. Secrets of Closing the Sale by Zig Zigler
America’s #1 professional in the art of persuasion, Zig Zigler shares his story to give away the best secrets and strategies required to persuade anybody – from family members, teachers, housewives to prospects.
Zigler has filled his book with a great number of real-life illustrations, relatable anecdotes , and closing techniques to help salespeople close more sales efficiently.
Managers and Salespeople willing to read this book will not only learn the art of persuasion, but they will also find the material very helpful to learn how to deal with objections and respond respectfully and warmly to difficult prospects.
Whether you are a Sales Manager who is thinking of ways to make your team better or a Salesperson who wants to improve oneself, the books mentioned in the article are sure to give you a different perspective to look at things and feed your purpose.
Sales is not just about “closing” deals, it’s a lot more than that.
With the business world changing every day, it’s important to attain as much information as possible to be at the top of your game.
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