7 Books Every Salesperson Should Read

This week, I’ve curated a list of 7 of my favorite sales books 📚 and why you should read them if you want to become a better seller.

We’ve all heard the phrase “leaders are readers”, or that the average CEO reads 60 books per year. 🤓

Yet, the average person reads only 12...😔

And I’d bet some of you reading this haven’t read a book since “The Great Gatsby” 🎩 in High school.

So today I’ll share 7 of my favorites and why I think you should give them a read.

#1 How To Win Friends And Influence People

First I’ll start with what I consider to be the GOAT. 🐐

This Dale Carnegie classic was written over 100 years ago, but the lessons still apply. If everyone lived by the principles in this book, the world 🌎 would be a better place.

If you could only pick one - pick this one.

#2 The Little Red Book Of Selling

I remember picking up this book before starting my first “real” sales job and loving ❤️️ it. It’s an easy read.

While writing this, I picked it up and flipped through the pages. It’s been too long and I’m definitely adding it back into the rotation.

#3 SPIN Selling

This book was my first introduction to learning how to ask better questions. ❓

I’ve always worked best when I have a process or framework to follow and this book does that with questioning. SPIN (situation, problem, implication, need-payoff)

If you’re new or you’re being told to “just ask more questions” but have no idea 🤷 “how” then read this book.

It lays out a simple, logical questioning process that works.

#4 The Secrets Of Question-Based Selling

This is one of my all-time favorites. Similar to SPIN selling, it revolves around a logical question-based approach.

I read this book over 10 years ago and I still use word-for-word questions I learned from this book. A must-read for any seller serious about learning how to ask better questions. 😎

#5 The Challenger Sale

This book categorizes B2B sales reps in 5 different styles (Challenger, Hard Worker, Lone Wolf, Relationship Builder, Problem-Solver)

The finding was that among high-performers, the Challenger style correlated with increased close rates. 📈

It goes in-depth about the characteristics of each style and how you can develop the skills to implement the “Challenger” model.

#6 Gap Selling

If you’re an audiobook listener 🎧, this is a great listen.

The book’s author has a no-bs, in-your-face style and I love it.

He debunks old sales myths and provides a framework to help sellers find the “gap” between where buyers are and where they want to go.

If there’s no gap, there’s is no ⛔️ sale.

#7 Influence

This book is another must-read IMO.

It helps you better understand human psychology and the influence it has on how we make decisions. 🤔

The author organizes the chapters into 6 categories based on psychological principles that direct human behavior: Reciprocation, Consistency, Social Proof, Liking, Authority, and Scarcity.

It’s full of research studies that will blow your mind 🤯 on how we’re conditioned to “click, run” programs in our brains 🧠 without even thinking.

If you want to learn how we as humans are influenced - read 👓 this book.

The End

Now obviously there are a ton of other really great books out there and you should aim 🎯 to read as many as possible If you truly want to become an “elite seller”.

Since this is not an exhaustive list 📋, put some of your favorites in the comments! ⬇️

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