16 Best Books On Selling that every salesman should read

In this Article, We Are going to address 16 Best Books on Selling, That you should read if you are into sales or want to become great salesmen.

1. The Greatest Salesman in the World by Og Mandino

Each generation produces its “literature of power.” This type of writing literally has the power to change the reader’s life. In this tradition. In The Greatest Salesman In The World is destined to influence countless lives.

Here is the legend of Hafid, a camel boy of two thousand years ago, and his burning desire to improve his lowly position in life. To prove his potential ability, he is dispatched from Bethlehem by his master, the great caravan merchant, Pathros, to sell only one robe. He fails and instead, in a moment of pity, gives the robe to warm a newborn baby in a cave near the inn.

Hafid returns to the caravan in shame but is accompanied by a bright star shining above his head. This phenomenon is interpreted by Pathros to be a sign from the gods, and he gives Hafid ten ancient scrolls, which contain the wisdom necessary for the boy to achieve all his ambitions.

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2. The Psychology of Selling by Brian Tracy

The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.

It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More salespeople have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

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3.Way of the Wolf by Jordan Belfort

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.

For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system-the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.

Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers, regardless of age, education, or skill level, to be a master salesperson, negotiator, closer, entrepreneur, or speaker.

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4. The Challenger Sale by Matthew Dixon & Brent Adamson

What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not driving Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviours, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

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5. The Ultimate Sales Machine by Chet Holmes

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve? sales, marketing, management, and more.

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6. New Sales. Simplified by Mike Weinberg

Packed with examples and anecdotes, New Salem. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humour, sales expert Mike Feinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused “sales story”; perfect the proactive telephone call to get face to face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers, and make time in your calendar for business development activities. Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

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7. To Sell is Human by Daniel H. Pink

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.

To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.

Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.

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8. The Secrets of Closing the Sale by Zig Ziglar

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!

Whether you’re a seasoned sales veteran or just now beginning your first sales position, Secrets of Closing the Sale provides you with practical advice and effective questioning techniques that you can use to transform prospects into clients. Learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table.

In this newly updated recording, not only will you get to hear timeless lessons on closing the sale from Zig Ziglar that have helped hundreds of thousands of salespeople for more than a generation, but you will hear Zig’s son, Tom Ziglar, discuss how these ideas are even more relevant in 2015. Tom is the President of Ziglar Training Corporation, the author of the newly released book Live to Win, and a successful platform speaker in his own right.

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9. Pitch Anything by Oren Klaff

About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one of a kind method to raise more than $400 million and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn’t art it’s simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.

Pitch Anything
 introduces the exclusive STRONG method of pitching, which can be put to use immediately:
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hook point
Getting a Decision

One truly great pitch can improve your career, make you a lot of money and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.

Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience and you’ll have more funding and support than you ever thought possible.

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10. Sell or Be Sold by Grant Cardone

Whether it’s selling your company’s product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for the success of any kind.

In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of
Selling in a bad economy

Overcoming call reluctance

Filling your pipeline with new business

Staying positive, despite rejection

With the experience of a seasoned sales vet at the helm, Sell or Be Sold will change the way you perceive the sale and life.

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11.SPIN Selling by Neil Rackham

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you’re in sales–or if you manage a sales force–you need the SPIN strategy. 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. Now, these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don’t work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

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12. Exactly What to Say by Phil M. Jones

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

Best-selling author and multiple award-winner Phil M. Jones are highly regarded as one of the world’s leading sales trainers. He has trained more than two million people across five continents and 56 countries and coached some of the biggest global brands in the lost art of spoken communication. In 2013, he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honour. He has also written a series of best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York.

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13. Little Red Book of Selling by Jeffrey Gitomer

With a lifetime of sales experience New York Times, bestselling author Jeffrey Gitomer shares his 12.5 Principles of Sales Greatness so you can understand why sales happen—and how you can improve your skills.

Packed with the information you’ve been looking for, The Little Red Book of Selling delivers strategies for success that will last a lifetime. Gitomer provides his long-term, relationship-driven, and referral-oriented advice that has nothing to do with manipulation or other old-world sales tactics and everything to do with understanding buying motives and taking ethical, relationship-building actions. With these tried and tested principles you will learn the ins and outs of the field and master the fundamentals of selling success.

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14. Fanatical Prospecting by Jeb Blount

Please Read Notes: Brand New, International Softcover Edition, Printed in black and white pages, minor self wear on the cover or pages, Sale restriction may be printed on the book, but Book name, contents, and author are exactly same as Hardcover Edition. Fast delivery through DHL/ FedEx express.

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15. Silent Sales Machine 10.0 by Jim Cockrum

This all-time top seller is now in its 10th major update and ready for 2020 and beyond! As one of the most-read Internet business success authors of all time, Jim is committed to keeping ‘Silent Sales Machine’ up to date and always full of the most cutting-edge ideas. Multiple online business strategies are documented as the author advises everyone from “newbies” to seasoned professionals on what does and doesn’t work in the world on online business and Internet marketing. You, the reader, will learn to establish multiple automated income streams using proven, creative concepts with numerous examples given and success stories illustrating each model. Topics covered include: • Selling on Amazon.com (FBA) & creative uses of eBay• Finding and growing a loyal audience online• The latest simple social media marketing strategies• Automating your online efforts & building systems• Effective email marketing• Multiple real-life success stories from the ever-growing audience of creative and successful online entrepreneurs who have read this book• And so much more! BONUS Full audio of the book as read by the author! BONUS 2: Free, instant access to all future updates, just as the author has done for over a decade!

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16. How to Win Friends and Influence People by Dale Carnegie

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. From the fundamental techniques in handling people to the various ways to make them like you, this book offers insights on how to win people to your way of thinking; how to increase your ability to get things done; the ways to be a leader and change people without arousing resentment; and how to make friends quickly. A timeless bestseller, Dale Carnegie’s How to Win Friends and Influence People has been an inspiration for many of those who are now famous and successful. With principles that stand as relevant in modern times as ever before, it continues to help people on their way to success.

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