Sales is the backbone of any business. Without sales, there would be no revenue, no growth, and no success. However, mastering the art of selling is not an easy feat. It requires a combination of skills, knowledge, and experience. This is where sales books come in. Sales books are an excellent resource for both new and experienced salespeople. They provide insights, tips, and strategies that can help you improve your sales game.
In this article, we will be discussing the best sales books on the market. We have spent countless hours researching and testing various sales books to identify the ones that are worth your time and money. Whether you are looking to improve your communication skills, learn how to close deals, or understand the psychology of selling, we have got you covered.
When choosing a sales book, it is essential to pay attention to the author’s credibility and experience. Look for books written by sales experts who have a proven track record of success. Additionally, consider the book’s relevance to your specific industry or niche. A book that works for one type of business may not be as effective for another.
With that said, let’s dive into the world of sales books and discover the ones that can take your sales game to the next level.
Top 3 Best Sales Books
1. The Little Red Book of Selling: 12.5 Principles of Sales Greatness
3. The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success!
We know that sales can be a challenging field to navigate, especially for those who are new to it. That’s why we’ve put together a list of the best sales books to help you improve your skills and increase your success. Whether you’re looking to learn the basics or take your sales game to the next level, these books will provide you with the knowledge and strategies you need to succeed. So, without further ado, here are our top picks for the best sales books on the market.
The Little Red Book of Selling: 12.5 Principles of Sales Greatness
If you’re looking for a concise guide to improve your sales techniques, The Little Red Book of Selling: 12.5 Principles of Sales Greatness is a great choice.
Pros
- The book is easy to read and understand, with practical tips and techniques that can be implemented immediately.
- The author, Jeffrey Gitomer, has a wealth of experience in sales and shares his insights and strategies in an engaging way.
- The book covers a range of topics, including prospecting, networking, and closing deals, making it a comprehensive guide for sales professionals.
Cons
- Some of the advice may be too basic for experienced salespeople, as the book is geared towards beginners.
- The book is quite short, with only 230 pages, so it may not cover every aspect of sales that you’re looking for.
- The book was published in 2004, so some of the information may be outdated.
In the first chapter, Gitomer emphasizes the importance of building relationships with prospects and customers. He provides tips for effective networking and explains how to use social media to expand your reach.
In the following chapters, Gitomer covers topics such as prospecting, making presentations, and closing deals. He also includes tips for dealing with difficult customers and negotiating effectively.
Overall, The Little Red Book of Selling: 12.5 Principles of Sales Greatness is a valuable resource for anyone looking to improve their sales skills. While it may not cover every aspect of sales, it provides practical advice and strategies that can be implemented immediately.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
If you’re looking to improve your sales technique and close more deals, Sales EQ by Jeb Blount is a must-read.
Pros
- Blount’s focus on emotional intelligence is unique and valuable for sales professionals.
- Practical insights and actionable steps to improve your sales EQ.
- Narrated by Jeb Blount himself, making the audiobook engaging and easy to listen to.
Cons
- Some of the material may be repetitive if you’ve already read Blount’s other books.
- The audiobook is over 9 hours long, which may be too long for some listeners.
- Some of the concepts may be difficult to apply in certain sales situations.
In Sales EQ, Blount focuses on the critical role that emotional intelligence plays in sales success. He provides practical insights and actionable steps to help sales professionals improve their sales EQ and close more deals.
Blount’s narration makes the audiobook engaging and easy to listen to, and his focus on emotional intelligence is unique and valuable for sales professionals. However, some of the material may be repetitive if you’ve already read Blount’s other books, and the audiobook is over 9 hours long, which may be too long for some listeners. Additionally, some of the concepts may be difficult to apply in certain sales situations.
Overall, if you’re looking to improve your sales technique and close more deals, Sales EQ is a valuable resource to add to your collection.
The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success!
If you’re looking to improve your sales skills, then The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! is a must-read.
Pros
- The book is easy to read and understand.
- The author, Warren Greshes, provides practical advice that can be applied to any sales role.
- The book is filled with real-world examples that illustrate the author’s points.
Cons
- The book may not provide enough depth for experienced sales professionals.
- Some of the advice may not be applicable to all sales roles or industries.
- The book is relatively short, at only 208 pages.
In this book, Greshes outlines 16 rock-solid rules for achieving sales success. These rules cover everything from prospecting and building relationships to closing deals and following up with customers. The author’s writing style is engaging and easy to read, making it an enjoyable experience for anyone looking to improve their sales skills.
One of the best things about this book is that it provides practical advice that can be applied to any sales role. Whether you’re selling products or services, B2B or B2C, the principles outlined in this book can help you succeed. Greshes also provides real-world examples that illustrate his points, which makes it easier to understand how to apply the advice to your own sales role.
However, the book may not provide enough depth for experienced sales professionals who are looking for more advanced techniques and strategies. Additionally, some of the advice may not be applicable to all sales roles or industries, so it’s important to take that into consideration when reading the book.
Overall, The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! is a great resource for anyone looking to improve their sales skills. The practical advice and real-world examples make it an enjoyable and informative read. If you’re looking to up your sales game, then this book is definitely worth checking out.
The Psychology of Selling
If you’re looking to improve your sales game, we highly recommend The Psychology of Selling by Brian Tracy.
Pros
- Tracy’s techniques are practical and easy to implement
- The book is well-organized and easy to read
- Tracy provides real-world examples that help bring his concepts to life
Cons
- Some of the content may feel repetitive if you’ve already read other sales books
- The book is geared more towards beginners, so experienced salespeople may not find as much value in it
- The book was published in 2006, so some of the examples and references may feel outdated
Tracy’s book is a great resource for anyone looking to improve their sales skills. His techniques are practical and easy to implement, and his real-world examples help bring his concepts to life. The book is well-organized and easy to read, making it a great choice for beginners. However, experienced salespeople may not find as much value in the book, as some of the content may feel repetitive or basic. Additionally, the book was published in 2006, so some of the examples and references may feel outdated.
Overall, if you’re just starting out in sales or looking to brush up on your skills, The Psychology of Selling is a great choice.
Gap Selling: Getting the Customer to Yes
If you are looking for a sales book that offers a fresh perspective and actionable advice, Gap Selling: Getting the Customer to Yes by Keenan is an excellent choice.
Pros
- Keenan’s energy and enthusiasm make the audiobook version engaging and motivating.
- The book offers a framework and process for managing the sales cycle that simplifies what you need to focus on for each prospect.
- Gap Selling challenges traditional sales axioms and debunks myths that may be holding you back.
Cons
- The methodology is repeated often throughout the book, which may become repetitive for some readers.
- The book is more focused on B2B sales, so it may not be as applicable for those in B2C sales.
- Some of the concepts may be challenging to implement for those new to sales.
In Gap Selling, Keenan argues that the traditional sales approach of focusing on features, benefits, and closing techniques is outdated and ineffective. Instead, he proposes a problem-centric approach that focuses on identifying and addressing the gaps between a prospect’s current state and desired state. The book offers a clear framework and process for managing the sales cycle and provides actionable advice for identifying and overcoming objections.
The audiobook version of Gap Selling is particularly engaging, thanks to Keenan’s high energy and enthusiasm. However, some readers may find that the methodology is repeated often throughout the book, which can become repetitive. Additionally, the book is more focused on B2B sales, so it may not be as applicable for those in B2C sales. Finally, some of the concepts may be challenging to implement for those new to sales.
Overall, if you are looking for a sales book that challenges traditional sales axioms and offers a fresh perspective, Gap Selling is an excellent choice.
Way of the Wolf: Straight Line Selling
If you’re looking for a sales book that will teach you how to persuade and influence others, then Way of the Wolf: Straight Line Selling is a great choice.
Pros
- The author, Jordan Belfort, is a former stockbroker who has a lot of experience in sales.
- The book is well-written and easy to understand.
- The techniques outlined in the book are practical and can be applied to any sales situation.
Cons
- Some of the techniques may be considered manipulative by some readers.
- The book is focused on one particular sales approach, which may not be suitable for everyone.
- The audiobook version is quite long, at 7 hours and 28 minutes.
In Way of the Wolf: Straight Line Selling, Belfort outlines his “straight line” approach to sales, which involves guiding the prospect through a series of steps towards the sale. He also covers topics such as tonality, body language, and closing techniques.
One of the things we liked about this book is that Belfort is a great storyteller. He uses real-life examples to illustrate his points, which makes the book more engaging and memorable. We also appreciated the fact that the techniques he outlines are practical and can be applied to any sales situation.
However, some readers may find some of the techniques outlined in the book to be manipulative. For example, Belfort advocates for using certain tonalities to create a sense of urgency in the prospect. Additionally, the book is focused on one particular sales approach, which may not be suitable for everyone.
Overall, we would recommend Way of the Wolf: Straight Line Selling to anyone who is interested in learning more about sales. However, we would caution readers to approach the techniques outlined in the book with a critical eye.
Never Split the Difference: Negotiating as if Your Life Depended on It
If you’re looking to improve your negotiation skills, Never Split the Difference by Chris Voss is a must-read.
Pros
- Teaches effective negotiation techniques
- Real-world examples to help you understand the concepts
- Narrated by Michael Kramer, who does an excellent job of keeping you engaged
Cons
- Some of the techniques may not work in every situation
- The audiobook is over 8 hours long, which may be too time-consuming for some
- The book may not be suitable for those who are already experienced negotiators
In Never Split the Difference, Chris Voss shares his experience as a former FBI hostage negotiator and teaches readers how to apply those same techniques to everyday life. The book is filled with real-world examples that make it easy to understand the concepts and apply them to your own life.
Voss emphasizes the importance of active listening, empathy, and asking the right questions. He also provides specific techniques for dealing with difficult people and negotiating in high-pressure situations.
Overall, we highly recommend Never Split the Difference for anyone looking to improve their negotiation skills. Whether you’re in business, sales, or just looking to improve your personal relationships, this book has something to offer.
How to Win Friends & Influence People (Dale Carnegie Books)
If you’re looking for a classic sales book that still holds up today, How to Win Friends & Influence People by Dale Carnegie is a must-read. This book provides practical advice on building meaningful relationships through empathy, active listening, and understanding. While some examples may feel dated, its core principles remain relevant and can help you achieve success in both your personal and professional life.
Pros
- Offers practical advice on building relationships
- Provides time-tested principles that have helped millions of people
- Easy to read and understand
Cons
- Some examples may feel dated
- Not everyone may agree with all of the principles
- May not be as effective for those who are already skilled in interpersonal communication
If you’re looking to improve your sales skills, this book is a great place to start. The principles outlined in How to Win Friends & Influence People can help you build better relationships with your clients and customers, leading to increased sales and success. However, keep in mind that not everyone may agree with all of the principles and some examples may feel dated. Nonetheless, this book is easy to read and understand, making it a valuable addition to any salesperson’s library.
In the first part of the book, Carnegie outlines the fundamental techniques for handling people, such as avoiding criticism and giving honest and sincere appreciation. In the second part, he discusses ways to make people like you, such as becoming genuinely interested in other people and remembering their names. Finally, in the third part, he provides strategies for winning people over to your way of thinking, such as seeing things from the other person’s point of view and arousing in them an eager want.
Overall, How to Win Friends & Influence People is a timeless classic that can help you improve your sales skills and build better relationships with your clients and customers. If you haven’t read it yet, we highly recommend giving it a try.
Hook Point: How to Stand Out in a 3-Second World
If you’re looking for a sales book that will teach you how to capture attention in a world where people have a short attention span, then Hook Point: How to Stand Out in a 3-Second World is the book for you.
Pros
- The book provides practical tips on how to create content that will capture attention.
- The author uses real-world examples to illustrate his points.
- The book is easy to read and understand.
Cons
- The author repeats himself a lot, which can be annoying.
- Some of the examples are not relevant to all industries.
- The book could be shorter.
In Hook Point: How to Stand Out in a 3-Second World, the author teaches readers how to create content that will capture attention in a world where people have a short attention span. He provides practical tips on how to create content that will hook your audience and keep them engaged. The author uses real-world examples to illustrate his points, which makes the book more relatable.
One of the things we liked about this book is that it is easy to read and understand. The author uses simple language and avoids jargon, which makes the book accessible to everyone. The book is also well-structured, with each chapter building on the previous one.
However, one of the downsides of this book is that the author repeats himself a lot. He could have made his points more succinctly, which would have made the book shorter and more focused. Additionally, some of the examples he uses are not relevant to all industries, which may make it harder for some readers to apply his advice.
Overall, Hook Point: How to Stand Out in a 3-Second World is a good book for anyone who wants to learn how to capture attention in a world where people have a short attention span. The book provides practical tips and real-world examples that will help you create content that will hook your audience and keep them engaged.
Atomic Habits
Atomic Habits is a must-read for anyone looking to create lasting change and achieve their goals.
Pros
- James Clear provides a clear and actionable framework for building good habits and breaking bad ones.
- The book is well-researched and includes practical examples and stories that make it easy to understand and apply the concepts.
- The audiobook version is narrated by the author himself, making it a more engaging and personal experience.
Cons
- Some of the concepts may be familiar to those who have read other books on habit formation.
- The book is focused primarily on personal habits, rather than professional or business habits.
- The audiobook is relatively short, at just 5 hours and 35 minutes.
If you’re looking to build better habits and achieve your goals, Atomic Habits is a great place to start. Clear’s framework is easy to understand and apply, and the book includes plenty of practical examples to help you along the way.
In the book, Clear outlines his four-step model for building better habits: make it obvious, make it attractive, make it easy, and make it satisfying. He also covers a variety of other topics related to habit formation, including the importance of environment, the role of identity, and the power of small wins.
One of the things that sets Atomic Habits apart from other books on habit formation is Clear’s emphasis on the importance of small, incremental changes. He argues that by focusing on making small improvements every day, we can achieve big results over time.
Overall, Atomic Habits is a highly recommended read for anyone looking to improve their habits and achieve their goals. Whether you’re looking to start a new habit or break an old one, Clear’s framework provides a clear and actionable roadmap for success.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
If you’re looking for a comprehensive guide to prospecting, Fanatical Prospecting is a great choice. The book provides practical tips and insights that are easy to implement.
Pros
- The book provides a step-by-step guide to prospecting that is easy to follow.
- The author shares personal experiences and research to back up his advice.
- The book covers a range of prospecting techniques, from social selling to cold calling.
Cons
- Some of the advice may not be applicable to every industry or situation.
- The book can be repetitive at times.
- The author’s writing style can be a bit dry.
In Fanatical Prospecting, Jeb Blount provides a comprehensive guide to prospecting that covers everything from social selling to cold calling. The book is filled with practical tips and insights that are backed up by the author’s personal experiences and research.
Blount provides a step-by-step guide to prospecting that is easy to follow. He covers a range of prospecting techniques and provides tips on how to use each one effectively. The author also emphasizes the importance of having a prospecting plan and provides guidance on how to create one.
One of the strengths of Fanatical Prospecting is that it provides concrete examples of how to put the advice into practice. Blount shares personal stories of successful prospecting campaigns and provides scripts and templates that readers can use as a starting point.
However, some of the advice in the book may not be applicable to every industry or situation. For example, some of the techniques may not work as well for B2B companies as they do for B2C companies. Additionally, the book can be repetitive at times, and the author’s writing style can be a bit dry.
Overall, if you’re looking for a comprehensive guide to prospecting, Fanatical Prospecting is a great choice. The book provides practical tips and insights that are easy to implement, and the author’s personal experiences and research add credibility to the advice.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No (Jeb Blount)
If you’re looking for a comprehensive guide to handling objections in sales, then Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount is a must-read.
Pros
- Provides practical tips and strategies for handling objections effectively.
- Easy-to-read format with real-world examples.
- Offers insights on how to turn objections into opportunities.
Cons
- Some readers may find the book too focused on the sales process.
- The content may not be applicable to non-sales professionals.
- The book may not be suitable for those looking for a quick fix to their sales problems.
In this book, Jeb Blount shares his experience and expertise on how to handle objections in sales. The book is written in an engaging and informative style, making it easy to follow along. Blount provides practical tips and strategies that can be applied immediately in real-world sales situations.
One of the strengths of the book is that it offers insights on how to turn objections into opportunities. Blount shows how to use objections as a way to build rapport and trust with prospects, rather than viewing them as a roadblock to the sale.
The book is also organized in a way that makes it easy to navigate. Each chapter covers a specific aspect of handling objections, and the content is broken down into easy-to-digest sections.
Overall, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No is a valuable resource for anyone in sales. Whether you’re a seasoned professional or just starting out, this book provides practical tips and strategies that can help you handle objections with confidence and turn them into opportunities.
Buying Guide
When looking for the best sales books, there are a few key features to consider before making a purchase. We’ve put together a list of important factors to help you choose the right book for your needs.
Content
The first thing to consider when choosing a sales book is the content. Look for books that cover topics that are relevant to your industry or specific sales role. Some popular topics include prospecting, closing techniques, and sales management.
Author
The author of a sales book can also be an important factor to consider. Look for books written by authors with experience in the sales industry, or who have a proven track record of success. You can also look for books written by well-known sales trainers or coaches.
Format
The format of a sales book can also impact your reading experience. Some books are written in a traditional text format, while others may include graphics, charts, or case studies. Consider what format works best for you and your learning style.
Reviews
Reviews from other readers can be a helpful tool when choosing a sales book. Look for books with positive reviews that highlight the book’s strengths and weaknesses. You can also ask colleagues or mentors for recommendations.
Price
Finally, consider the price of the sales book. While it may be tempting to choose the cheapest option, remember that investing in your education and development can pay off in the long run. Look for books that offer a good value for their price, and consider the potential return on investment.
By considering these factors, you can choose the best sales book for your needs and take your sales skills to the next level.
Frequently Asked Questions
What are the top-rated sales books for beginners?
For beginners, we recommend “The Psychology of Selling” by Brian Tracy and “To Sell Is Human” by Daniel H. Pink. These books provide a solid foundation for understanding the sales process and developing effective sales skills.
What are the best books on sales and marketing?
If you’re interested in sales and marketing, we suggest “Influence: The Psychology of Persuasion” by Robert Cialdini and “Spin Selling” by Neil Rackham. These books offer valuable insights into the psychology of selling and the importance of effective communication.
What are the most effective books on sales and persuasion?
For those looking to improve their sales and persuasion skills, we recommend “How to Win Friends and Influence People” by Dale Carnegie and “The Challenger Sale” by Brent Adamson and Matthew Dixon. These books provide practical tips and strategies for building relationships, overcoming objections, and closing deals.
What are the must-read sales books for reps?
If you’re a sales representative, we suggest “The Sales Bible” by Jeffrey Gitomer and “Fanatical Prospecting” by Jeb Blount. These books offer valuable insights into the sales process and provide practical tips for generating leads and closing deals.
What are the recommended sales books for entrepreneurs?
For entrepreneurs looking to improve their sales skills, we recommend “The Lean Startup” by Eric Ries and “Crossing the Chasm” by Geoffrey A. Moore. These books offer valuable insights into the startup world and provide practical tips for building successful businesses.
What is the go-to book for closing sales?
If you’re looking for a book specifically focused on closing sales, we recommend “The Art of Closing the Sale” by Brian Tracy. This book provides practical tips and strategies for overcoming objections and closing deals.