Sales books that will change your career
Posted: Sat Feb 22, 2025 7:01 am
For those looking to be the best version of themselves as a sales professional, we have put together a complete selection of sales books that can help you on your journey.
Constantly maintaining your qualifications is essential for any professional who aims to achieve success. Therefore, it is important that you dedicate yourself to continuous learning and self-development, especially when it comes to sales success.
Book: Fanatical Prospecting
Jeb Blount is the author of several sales and leadership books, an international speaker, and the head of Sales Gravy, a sales training company. Among the many lessons he presents in this sales prospecting book, some are:
Keep an eye on the numbers
Blount has a quick answer when someone tells him they’ve talked to 100 prospects in a week: “How many sales did you get out of that?” It’s a surefire way to kill those who don’t produce. He then gives the formula: efficiency + effectiveness = performance. Efficiency refers to how much activity you’re generating in the block of time allotted for your particular prospecting activity. Effectiveness is the ratio of activity to output. To improve performance, this prospecting book suggests protecting your golden hours.
After all, when your prospecting rates are high, you will Hong Kong telegram data always have more tasks such as demonstrations, presentations, proposals, filling out data, contacts, orders, etc. However, the author makes something very clear: you are paid to sell. All of these activities need to be done, but not during the hours when prospects are most active, during the most productive parts of the day.
Do side tasks during off-peak times. If you need to, say no or delegate. Focus your power. Blount says the secret to fanatical prospecting is absolute focus. You may think you can do everything at once. Well, you can’t. Our brains aren’t capable of paying attention to more than one thing at a time. So when it’s time to prospect, prospect, and get rid of distractions.
Egyptian victory
According to Jeb Blount, one of the main mistakes that can be made is to understand prospecting as a square, that is, considering all prospects as equal. For him, once you define your attack zone and realize the importance of qualifying your prospects, you can start to visualize them as a pyramid.
At the base of the pyramid are the customers you know very little about, other than their company name and some way to contact them. The goal is to move them to the top of the pyramid. And so, each level of the pyramid has more qualified individuals with more information.
Personal brand promotion
Does your online presence help or hinder you when it comes to getting prospects? Do you position yourself as an expert in your field, or do you just post photos of your day and personal life? Don't worry, the author doesn't want to ruin anyone's fun. Many of these media platforms offer private groups where you can have fun and post about your life. However, on public profiles, be professional and think about posting things that can attract customers and interested parties to your company.
Book: Objections
As humans, we are programmed to avoid rejection. Therefore, fear and repulsion from the emotional pain caused by rejection are the main reasons why sales professionals fail. The book Objections addresses the human side of dealing with the fear of rejection, while providing modern and innovative techniques to overcome a no. The author, Jeb Blount, attracts the reader with examples, stories and lessons that teach powerful influence tactics to overcome a no, even in the most challenging situations.
Book: SPIN Selling
First, the SPIN methodology was developed based on scientific research, observing and measuring the behavior of sellers and buyers. This research, coordinated by Rackham, author of the book SPIN Selling, involved 30 researchers and 35,000 sales calls in more than 20 countries. It is considered the largest study on the subject of all time.
The research concluded that the quality of the questions asked by salespeople was a decisive factor in closing or not closing a sale. Based on this result, Rackham created the SPIN method. SPIN is an acronym that represents the key factors that should be explored by the salesperson. They are: S – Situation P – Problem I – Implication N – Need-payoff.
In the book SPIN Selling, Rackham explains that traditional sales techniques are not very assertive, slow and monotonous. He is referring to the exhausting routine of calling dozens of people every day. According to the author, this old system suggests that the salesperson should start the dialogue with open-ended questions to understand the customer's interests.
Constantly maintaining your qualifications is essential for any professional who aims to achieve success. Therefore, it is important that you dedicate yourself to continuous learning and self-development, especially when it comes to sales success.
Book: Fanatical Prospecting
Jeb Blount is the author of several sales and leadership books, an international speaker, and the head of Sales Gravy, a sales training company. Among the many lessons he presents in this sales prospecting book, some are:
Keep an eye on the numbers
Blount has a quick answer when someone tells him they’ve talked to 100 prospects in a week: “How many sales did you get out of that?” It’s a surefire way to kill those who don’t produce. He then gives the formula: efficiency + effectiveness = performance. Efficiency refers to how much activity you’re generating in the block of time allotted for your particular prospecting activity. Effectiveness is the ratio of activity to output. To improve performance, this prospecting book suggests protecting your golden hours.
After all, when your prospecting rates are high, you will Hong Kong telegram data always have more tasks such as demonstrations, presentations, proposals, filling out data, contacts, orders, etc. However, the author makes something very clear: you are paid to sell. All of these activities need to be done, but not during the hours when prospects are most active, during the most productive parts of the day.
Do side tasks during off-peak times. If you need to, say no or delegate. Focus your power. Blount says the secret to fanatical prospecting is absolute focus. You may think you can do everything at once. Well, you can’t. Our brains aren’t capable of paying attention to more than one thing at a time. So when it’s time to prospect, prospect, and get rid of distractions.
Egyptian victory
According to Jeb Blount, one of the main mistakes that can be made is to understand prospecting as a square, that is, considering all prospects as equal. For him, once you define your attack zone and realize the importance of qualifying your prospects, you can start to visualize them as a pyramid.
At the base of the pyramid are the customers you know very little about, other than their company name and some way to contact them. The goal is to move them to the top of the pyramid. And so, each level of the pyramid has more qualified individuals with more information.
Personal brand promotion
Does your online presence help or hinder you when it comes to getting prospects? Do you position yourself as an expert in your field, or do you just post photos of your day and personal life? Don't worry, the author doesn't want to ruin anyone's fun. Many of these media platforms offer private groups where you can have fun and post about your life. However, on public profiles, be professional and think about posting things that can attract customers and interested parties to your company.
Book: Objections
As humans, we are programmed to avoid rejection. Therefore, fear and repulsion from the emotional pain caused by rejection are the main reasons why sales professionals fail. The book Objections addresses the human side of dealing with the fear of rejection, while providing modern and innovative techniques to overcome a no. The author, Jeb Blount, attracts the reader with examples, stories and lessons that teach powerful influence tactics to overcome a no, even in the most challenging situations.
Book: SPIN Selling
First, the SPIN methodology was developed based on scientific research, observing and measuring the behavior of sellers and buyers. This research, coordinated by Rackham, author of the book SPIN Selling, involved 30 researchers and 35,000 sales calls in more than 20 countries. It is considered the largest study on the subject of all time.
The research concluded that the quality of the questions asked by salespeople was a decisive factor in closing or not closing a sale. Based on this result, Rackham created the SPIN method. SPIN is an acronym that represents the key factors that should be explored by the salesperson. They are: S – Situation P – Problem I – Implication N – Need-payoff.
In the book SPIN Selling, Rackham explains that traditional sales techniques are not very assertive, slow and monotonous. He is referring to the exhausting routine of calling dozens of people every day. According to the author, this old system suggests that the salesperson should start the dialogue with open-ended questions to understand the customer's interests.