10 Books To Master Sales

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May 1, 2017

Sales is one of the most important aspects of any business. After a certain time, it is all about sales and building an audience. But it is often a confounding job to bring sales. It requires significant effort, patience and perseverance to master the skill of sales. And it takes years.

However, books can help you to understand the sales process and master skills for applying in your job. Here are 10 top recommended books on sales that will help you to develop skills while you are starting out in sales or understand the subject better if you are already a pro. The recommendations are collected from Quora and Good Read.

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How to win friends and influence people
By: Dale Carnegie

The book, a transcript of Carnegie's lectures about building and maintaining relationships in business and beyond, is one of the first bestseller self-help books ever published. It is an all favorite of CEOs and CXOs across the board.

Value: It is a masterpiece on communication and building connections.

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Predictable Revenue
By: Aaron Ross and Marylou Tyler

Published in 2011, the book pioneered one of the most popular approaches to B2B Sales right now. It took lessons from companies like salesforce which used outbound sales technique to generate over $100m sales.

Value: Illustrates ideas and techniques on prospecting, how to pitch clients and cold email them and how to operate a sales team.

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To Sell is Human
By Daniel H. Pink

A seminal work on what motivates us and what drives us as human. Published in 2012, the book was an instant best-seller.

Value: It will help understand the central ideas of human motivation and how our minds work.

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Secrets of Closing the Sale
By Zig Ziglar

This is so-called Bible of sales.

Value: Ziglar is all about closing. He draws on real life experiences to illustrates various closing techniques and how to make it work.

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How To Sell Anything To Anybody
By Joe Girard

This is it: "Salesmen are made, not born. If I did it, you can do it." -- Joe Girard

Value: In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. Joe Girard, "the world's greatest salesman," shares the system of salesmanship that has made him a renowned success in his field.

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SPIN Selling
By: Neil Rackham

The author explains traditional models of sales and how to apply them into action.

Value: Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces.

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Influence: The Psychology of Persuasion
By: Robert B. Cialdini

One of the most powerful books in the field of persuasion.

Value: Influence, based on the research of Dr. Cialdini, explains the psychology of why people say "yes"—and how to apply these understandings.

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Pitch Anything
By: Oren Klaff

The book uses the latest findings in the field of neuroeconomics with real-world stories from Klaff’s experiences. By understanding the way the brain makes decisions and responds to threats (including pitches), you can take complete control of every sale.

Value: It will help you to understand situations in any negotiation and how to navigate it.

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The Little Red Book of Selling
By: Jeffrey Gitomer

Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.

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The Thank You Economy
by Gary Vaynerchuk

Illustrates an interesting approach to building a business as well sales through a customer centric, focused on value and service as ways to get more business in a world where customers' demands for authenticity, originality, creativity, honesty, and good intent from brands and companies.


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