There are THOUSANDS of books on selling (I own more than my fair share) – and in devouring nearly every sales book I can get my hands on, there are a few that always rise to the top of my list. In no particular order:
One of the best books on B2B selling using internal and external leverage – The Power To Get In, by Michael Boylan. His background was not in selling, but he articulates a valuable way to gain access and consensus within a company.
For the pro sales guy or gal who has been selling for some time: Jeffrey Gitomer has many fine books – I like this one for the basics The Little Red Book of Selling. Jeff’s books would be appropriate for anyone wanting to learn how to sell better, it is just that he speaks to experienced sales reps too.
A great book for anyone wanting more confidence and control in sales transactions should read High Probability Selling by Jacques Werth. More than any book I’ve read, this speaks to how selling is an agreement between two parties, not just one party wishing to sell to the other. It talks about the value of your time, and the importance of setting expectations.
One of the best books on selling books in the last ten years is Secrets of Question Based Selling by Thomas Freese.
Another great gift idea for yourself is to sign up for quarterly sales tips on my Score More Sales site. No strings.
On December 31st, I’ll post the top 40 books on selling to read in 2006.
What other materials have YOU found to be helpful? Post your ideas and share.