Success is walking from failure to failure with no loss of enthusiasm – Winston Churchill
Sales is simply one of the most challenging, but also most rewarding, profession. Every profession requires constant learning, and that is true more so for Sales – partly because we are dealing with people.
We have compiled a list of books that are considered top Sales books from all time. We also categorized the books by different skills that one must master in order to achieve unstoppable Success. So, fire away your enthusiasm and put these books into practice.
Like Albert Einstein said “We cannot solve our problems with the same thinking we used when we created them”, everything – path to success, or path to undesired state – starts with having right mindset. Here are few books that will help you understand what Mindset is and how to work on it.
Think and Grow Rich
By: Napoleon Hill
An all-time classic, based on years of hard research by Napoleon Hill who got access to ultra-successful people (not to mention ultra-rich), this book defines principles that govern path to exceptional achievements.
Quote based on the book: Set your mind on a definite goal and observe how quickly the world stands aside to let you pass.
The 7 Habits of Highly Effective People
By: Stephen Covey
Another all-time classic book that helps us understand what habits matter when it comes to self-development. The book establishes the development path starting from working on inside (self) and then to outside (others).
Habit 1: Be Proactive
Habit 2: Begin with the End in Mind
Habit 3: Put First Things First
Habit 4: Think Win/Win
Habit 5: Seek First to Understand, Then to Be Understood
Habit 6: Synergize
Habit 7: Sharpen the Saw
How to Win Friends & Influence People
By: Dale Carnegie
Dale Carnegie was a Master at how to work with people. This book captures the essential principles behind his philosophy of what people look for, and how to connect with them. There is no deceitfulness in his approach to dealing with people. It’s genuine interest.
Let’s accept it that no Sale Person has ever become highly successful without genuinely becoming interested in other people’s interests. This book will help you develop people-skills like no other book.
Quote from the book: “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you”.
STRATEGY & EXECUTION
Let’s go from building the MINDSET to learning key tenets of crafting Strategy and how to execute strategies. Following books cover various aspects of Sales and you can focus on all or specific aspects depending on your strengths and needs.
New Sales. Simplified.
By: Mike Weinberg
This book is a Practical Guide, filled with principles, examples, and anecdotes. The book covers all the stages of Sales Cycle – from researching, prospecting, cultivating pursuits, to closing deals. Specifically this book focuses on New Sales – that is – bringing in new customers. Extraordinary growth comes when we continue to add new accounts, besides growing existing accounts.
Quote from the book: “We must take back control of our calendars, stop allowing others to put work on our desks, and selfishly guard our selling time.”
How I Raised Myself from Failure to Success in Selling
By: Frank Bettger
Though written several decades ago, you can get the strength and influence of this book by the fact it was highly recommended by Dale Carnegie. The book written from author’s perspective, he connects the dots from his experience to what worked and what pulled him back from Selling.
The book is divided in to sections:
Part One – These ideas lifted me out of the ranks of failure.
Part Two – Formula for Success in Selling
Part Three – Six Ways to Win and Hold the confidence of others
Part Four – How to make People want to do business with you
Part Five – Steps in Sale
Part Six – Don’t be afraid to Fail
Quote from the book: “Failures mean nothing at all if success comes eventually. And that’s a thought that should cheer you up and help you keep on keeping on when the going seems hard. Keep going! Each week, each month, you are improving. One day soon, you will find a way to do the thing that today looks impossible.”
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