15 Best Sales Books that Should be In your Library

Sales is an art that anyone can master...and these are the 15 best sales book that will help you master the art of selling.

Udit GoenkaUdit Goenka

Being a salesman can be really hard.

While the profession often seems easy and straightforward, there are numerous things you have to know. Besides that, salesmen usually work on commission - you will be rewarded based on performance which means you have to work hard all the time.

This is precisely why the whole field is so competitive.

It takes a lot of knowledge and experience for a person to become good at this.

Although I can’t help you gain more experience, there are lots of books which can increase your knowledge. Here are some of my favorites!

1. The Psychology of Selling


Brian Tracy has been scorching for a while as one of the best sales gurus in the world. The book deals with the psychological aspect of buying (that is, selling) and how you can present goods so they look more appealing to end user. Keep in mind that Brian is a guy who consulted more than a 1000 world-renowned companies so he certainly knows what he’s talking about!

Check the book on Amazon!

2. The Only Sales Guide You'll Ever Need


While many other authors will disagree with this statement, it is hard to deny that Anthony Iannarino has done a great job with this piece. A sales veteran with more than 25 years of experience shares his views and tips on sales. Unlike lots of other sales books, this one also analyzes things such as buyer’s true needs, competition, presence on the market and so on. There is lots of focus on research as a preparation for sales. According to Anthony, a salesman is able to exponentially increase his profits by simply learning more about the client.

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3. Fanatical Prospecting


Prospecting is a theme that is rarely mentioned in the business world. However, if you have at least some experience, you know how important this process is for a company. Jeb Blount touches on some of the most important aspects of prospecting and how it affects salesmen. There are lots of valuable tips that will help you out with different channels. Not only will you learn how to do direct sales but will also gain some awesome knowledge regarding phone calls, emails, social media etc.

Check the book on Amazon!

4. How to Win Friends & Influence People


When it comes to sales “How to Win Friends & Influence People” is considered one of the classical jewels. Written by the late Dale Carnegie, the book talks not only about sales but also about life. It gives you 12 tips that will help you manage things better and become a more successful businessman. It teaches us how to get a job of our dreams, get good at it and how to turn every situation to our advantage. A must-have!

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5. Big Magic: Creative Living Beyond Fear


Described on Amazon as the “perfect graduation gift”, this book has a completely different approach to sales and business in general. While most of the authors on my list focus on success and business tips, Elizabeth Gilbert writes about motivation. Most of us are led by an idea of money and success and we rarely stop to think about whether or not we’re truly happy. Elizabeth divided her book into sections such as “Courage”, “Trust” and “Enchantment” as she shares her perspective on work and how to deal with daily stress.

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6. Strategy: How to Crush the Competition – Tactics for Business Growth & Development


Completely different from the previous book, this guide talks about creating opportunities for a company and eliminating competition. Most businesses perish within a year. So, in order for an entrepreneur to succeed on a market, he or she needs to prepare in advance. You have to think about marketing, competitive advantage, maintain growth, acquiring customers and so on. Martin Anderson has a very light and simplistic way of writing so this book will be a great read for both novices and experts.

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7. Spin Selling


Neil Rackham, the author of this brilliant masterpiece, was the founder of Huthwaite corporation. During his time with Huthwaite, the company performed 1 million dollar research that lasted 12 years and was meant to discover the most effective way of performing sales. They invented “SPIN” strategy (Situation, Problem, Implication, Need-Payoff). The book has lots of examples, graphs and data – all based on the research.

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8. Success is a Choice: Ten Steps to Overachieving in Business and Life


The title pretty much sums it up. Rick Pitino talks about success and how best to achieve it in the business world. As a successful basketball coach, Rick knows how to generate results. In his book, he shares a 10 step plan which includes steps such as building self-esteem, setting goals, establishing good habits, learning from the role models and so on. An excellent read for all those wish to start a sales career but think there is something missing from their approach.

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9. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling


Cold calling is an important part of sales and marketing. There are people who’ve made a fortune by simply calling strangers and selling them various goods and services. But, it does have its difficulties. Art Sobczak shares his own tips with an emphasis on how to accept rejection and continue doing your job. It’s all about having a positive mental attitude on the phone and being able to constantly motivate yourself prior to every phone call. If you are working in a call-centre or similar sales department, this is the book you have to have!

Check the book on Amazon!

10. To Sell Is Human: The Surprising Truth About Moving Others


Experienced professionals often say that sales are all about motivating others to take action. There is no other book that better epitomizes the sentiment than this one. Daniel H. Pink talks about the best ways to create a “buyer’s persona” in individuals forcing them to act. The book has lots of golden nuggets so if you’re working in a sales department, I warmly recommend that you buy it!

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11. New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development


No matter what is your position within a sales department, it is your task to constantly provide a new stream of clients. This is often a headache as it requires continuous redoing of the process. The most important part of getting new clients is prospecting. Mike Weinberg shares some of his greatest tips that will make prospecting a breeze. Among other, the reader will learn how to create a proper initial list, create a story that will attract people from that list, use various channels, build relationships with strangers and so on.

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12. The Challenger Sale: Taking Control of the Customer Conversation


Although every salesman has a script that is supposed to help out during a conversation, things often go array. The sales pitch is a dynamic process that goes in two directions. Your task as a salesman is to persuade an individual that you are correct. This easier said than done as people often complain about various aspects of the product or service. In his book, Matthew Dixon talks about different ways that will help you challenge a prospect. These tips are quite unique and offer a completely different perspective from what we’re used to.

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13. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million


Majority of salesmen use traditional sales techniques when making a pitch. We tend to focus on all the lessons that we learned when starting the business and we tend to forget that the industry always changes. In order for a person to be constantly successful, he or she needs to implement the latest techniques and discoveries. This is precisely what this book written by Mark Roberge teaches us. Technology is omnipresent and it also has an impact on sales. By using research and data, the author analyzes the best ways of selling products and services in a modern economy.

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14. If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition


Written by Grant Cardone, this book holds numerous secrets to maintaining company’s growth even during harsh times. It reflects on economic recessions and how various entrepreneurs cope with this newfound situation. Through witty tips, Grant shares some of his best tips that will surely help your organization as well.

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15. Words that Sell: More than 6000 Entries to Help You Promote Your Products, Services, and Ideas


When it comes to sales, words definitely hold power. This book teaches us about some of the most popular phrases that can be used in daily sales. According to Richard Bayan, the 6, 000 phrases can definitely increase your sales and lead your company to a profitable future.

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Last thoughts

There are so many awesome sales books out there it would take us a whole life to read them all!

Keep in mind that this is just the tip of the iceberg. These are my favorites but you should definitely do your own research and find books and authors that suit you the best.

No matter how much you read, there is always something new on the horizon!

Udit Goenka

Udit Goenka

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