5 Must Read Sales Books For Inside Sales Reps
Looking for the best sales books? Whether you’re looking to improve your sales pitch, learn the secrets of closing, or learn how to influence people, read on for some of the must-reads for any inside sales rep.
In this article:
- How Reading the Top Sales Books for Sales Professionals Can Help Reps
- Permission Marketing: Turning Strangers into Friends and Friends into Customer – Seth Godin
- How to Win Friends and Influence People – Dale Carnegie
- Never Eat Alone – Keith Ferrazzi and Tahl Raz
- The Challenger Sale: Taking Control of the Customer Conversation – Matthew Dixon and Brent Adamson
- The 7 Habits of Highly Effective People – Stephen R. Covey
Best Sales Books for Sales Development and Strategies
How Reading the Top Sales Books for Sales Professionals Can Help Reps
Sales reps today can educate themselves on sales best practices with a variety of books available on the subject, but there are so many books out there it’s often hard to know where to start.
We’ve done the work for you and listed our ‘Top 5 Sales Books” to help inside sales reps increase their performance and expand their technique.
This list consists of both classic and recently published sales books, which can help reps get insight into what can help them become more successful salespeople.
Many of the books on this list are best sellers and sales must-reads; even if you have read them, it might be time to pull them off the shelf and review their quality content.
Here are five best sales books to read, absorb, and share with the entire sales organization for better results in delivering sales pitchs, closing deals, and building secured relationships with potential customers.
1. Permission Marketing: Turning Strangers into Friends and Friends into Customer – Seth Godin
What is Permission Marketing? This marketing concept recognizes and respects the consumers’ right to choose if they want to receive marketing materials or not.
While at first glance this book seems to be pointed toward marketers, sales reps can still learn a thing or two from this book. Permission marketing offers great advice and information that sales reps today can use when dealing with leads and prospects.
Also, sales and marketing are converging. By learning how to approach new leads and prospects, reps can build upon the foundations the book suggests to get the sale.
Learning how to gain permission makes sense and can help any rep become a better marketer when pitching to a prospect. This concept respects the consumer’s choice as a valuable part of its sales strategy.
So, instead of pushing a lead into making a purchase, this marketing concept understands the power of a consumer’s choice to listen to your pitch. When a potential client shows interest in sales conversations you initiated, there’s a higher chance for sales success.
2. How to Win Friends and Influence People – Dale Carnegie
This book by best-selling author Dale Carnegie is one of the sales books of all time. It’s a classic for any aspiring sales champions.
The benefit of reading this book is that it can help a sales professional develop the interpersonal skills needed to clinch a sale. The techniques Dale Carnegie teaches not only helps with lead generation, but they are also necessary for closing the sale.
Learning techniques on how to interact with people, becoming likable to others, winning people over, and other helpful information can benefit anyone who works in sales.
It’s great for newbies who want to improve in the business. Experts and sales executives should also re-read this book to refresh themselves when they find themselves in a rut.
3. Never Eat Alone – Keith Ferrazzi and Tahl Raz
Learning how to network and develop sincere and good relationships with others is something every great sales rep need to know. This book can help sales professionals connect with others at trade shows and in everyday situations over the phone and Internet.
To discover more about the psychology of selling, a salesperson must first learn how to decode human psychology. The book teaches the importance of not asking, “What’s in it for me?” But rather, “What can I do for you?”
This is an essential lesson for successful salespeople to become more compelling to their prospective buyers. By doing so, they can build lasting relationships, opening chances for future sales as they follow their buyer’s journey.
4. The Challenger Sale: Taking Control of the Customer Conversation – Matthew Dixon and Brent Adamson
This book is great because it is one of the more current books about the sales industry. It looked at the skills, attitude, behaviors, and know-how of top reps.
The authors did a comprehensive study that involved sales reps across various industries and locations. They discovered that reps fall into one of five profiles. And, while all reps can deliver average results, only one (“The Challenger”) can deliver great results consistently.
For sales reps, it teaches the importance of how to pitch to customers, creating a tailored message, and taking control of the sale.
The Challenger is a great read for sales reps who might be a little out of the game and are trying to learn the modern processes of sales. Salespeople who have been following classic selling tips and techniques will find this book insightful.
5. The 7 Habits of Highly Effective People – Stephen R. Covey
The late Stephen Covey was the author of this highly successful book that influenced millions of people and taught them to be their best productive self.
In 7 Habits, Covey showed readers (and sales reps) how to be proactive and take responsibility for their own success and failures. C-level executives have read and followed this book’s to lead their sales organizations towards success.
In fact, people beyond the sales industry read and stand by these habits. Executives of other companies apply the seven habits in their operations.
Sales reps can also learn to not get caught up in the “here” and “now.” Rather, they should start everything off with the beginning in mind and develop a personal mission statement.
By incorporating the lessons learned from this book, a sales rep can become a sales professional if they are able to apply these principles to their daily lives.
At the end of the day, it’s up to the sales rep to determine if they have done everything they can to get the sale. Books can be a great asset to help improve skills and, hopefully, increase performance.
Then again, all of the best-selling books in the world won’t be of much help if reps don’t apply the lessons properly.
It really comes down to if the sales rep has absorbed what they have read and implemented it into their daily sales strategy.
Which book do you consider your sales bible? Let us know which books can help other salespeople improve their techniques in the comments section below!
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Editor’s Note: This post was originally published on October 6, 2012, and has been updated for quality and relevancy.
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