There are hundreds of good sales books out there. But some are classic because they have stood the test of time and helped thousands of sales persons around the world. The best sales books focus on teaching core sales techniques and that is why they are so popular. While we could list 20, even 50, sales books in the must read category, five of them really stand out because they are simple, teach you real world sales techniques and are written in a way that inspires you to go out and succeed.
- How I Raised Myself From Failure to Success in Selling by Frank Bettger
This book was written in 1947 but it remains a favorite and one of the best sales books of all times. The book is especially helpful for those who got into sales by accident or have struggled to succeed as a sales person.
Frank played Major League baseball with the St. Louis Cardinals in 1910 but his baseball career was a failure. He then tried his hands at multiple things including selling insurance. He initially failed at it but worked his way to the top and became the bestselling insurance agent in the US.
In the book, he walks you through his failures, what he learnt from them and how he turned his life and sales career around. This is why the book is so good. If you need some inspiration to succeed in sales, this is the book you need to read.
- Secrets of Closing the Sale by Zig Ziglar
Another book in this list written by a career salesman. This is the best book if you want to learn how to close a sale. Zig shows you over 100 techniques for closing a sale. He teaches you how to interpret and respond to customer objections and how to get them to say yes. Through entertaining stories and real-life illustrations, Zig Zigler gives you the strategies and guidelines you need to become proficient in the art of closing sales.
- The Little Red Book of Selling by Jeffrey Gitomer
Gitomer is a college dropout and a world famous sales trainer and the book reflects it. It is easy to read with small sections designed to let you nibble at it. The book focuses on making you understand why people buy. A very interesting aspect of this great sales book is that it is full of cartoons.
- SPIN Selling by Neil Rackham
Neil Rackham is founder and former president of Huthwaite, Inc. which provides sales seminars to many of the largest companies in the world. Rackman is considered a thought leader in sales and the book reflects that. The sales techniques he talks about in the book are based on extensive research. The book is great for both experienced and new sales persons.
- To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
To Sell Is Human offers a fresh look at the art and science of selling. In this book, Pink relies on a rich trove of social science for his counter-intuitive insights. The Harvard Business Review Blog calls it “Excellent…radical, surprising, and undeniably true.”