Books are your best friends. They will guide you, support you, motivate you and give you a much needed push – to go and win the world, to face whatever may come, and to take charge and change the throttle of the game.
Being an avid book lover, if I have to tell you which sales books you must read, or pick the best ones for you, I think it will be the one of the tougher task for me. There is no good or bad book, there are just books. You cannot choose wisdom over knowledge. Can you?
Similarly, you cannot be wise if you lack knowledge or know half of it.
Now, that was the psychological aspect of why should you read books. However, if we talk business, we all understand how tough your role as an entrepreneur is. We know that you might have sleepless nights – trying to make that sales pitch work, to close a deal, working and re-working on your strategy to make it profitable, and increase your ROI. Yes, we know the drill.
It’s a tricky world out there – for young and dreamy entrepreneurs and for seasoned and practical professionals. It can be hard to make decisions. It can be devastating to take the wrong ones. Your best fallback option is to begin exploring the magical world of sales books.
So, here are some books, category wise, depending upon which stage of entrepreneurship you belong to.
1. If You are a Beginner
If you have just entered the world of making money by selling products, services or specific skill sets, you should probably start with books which are light, motivational and sets your mind racing.
This book can act as a comprehensive guide for you. It takes you slowly and gradually through all the needed sales fundamentals. As the name suggests, it deals with the psychological aspect of going forward in the sales domain. This book tells you, as I quote from the book,
“Stop for a few seconds and create a clear mental picture of yourself as completely relaxed, calm, positive, smiling, and in complete control of the interview. Then inhale deeply, filling up your lungs and putting pressure on your diaphragm. Hold this breath for a count of seven and exhale for a count of seven. While you are breathing deeply, continue to hold a picture of yourself as the very best salesperson you could possibly be.”
Now, if that is not inspiring, what is?
Okay, so you are not much of a reader. If that’s the case and you can’t spend your long weekends brainstorming and learning business fundamentals, this book is for you. This is a very gripping book and walks you through all the business essentials very quickly. This book is undoubtedly the author’s best book so far. Here’s the catchiest quote,
“Identify your NOW feeling and state of mind. What’s up? Happy? Sad? Afraid? Mad? It’s important that your mind at least be in “neutral” before you start the thinking process, and the more the needle leans toward happy and positive, the more productive and rewarding the thinking time will be.”
If sales come naturally to you, but you want to polish your skills and be more efficient while making a sales pitch, you should get your hands on these books. Try and expand your areas of interest, experiment more and do target learning.
Yes, you guessed it right. This relates to give, give, give and then ask. Gary beautifully explains the miseries and grievances of sales reps. He tells you how not to give up, after following your sales lead for so long. There can be the same story you have to tell to a lot of people, but how you tell them – changes the entire game.
“Your story needs to move people’s spirits and build their goodwill, so that when you finally do ask them to buy from you, they feel like you’ve given them so much it would be almost rude to refuse.”
With this book, Zig lets you in on his own sure-shot tested methods and secrets. There cannot be any one single person who can go back in time and have said to regret reading this epic sales encyclopedia. From strategy making-to-mastering the art of making and closing a deal, this has everything to quench your sales appetite.
“It is unwise to pay too little. When you pay too much, you lose a little money, that is all. When you pay too little, you sometimes lose everything because the thing you bought was incapable of doing what it was bought to do. The common law of business balance prohibits paying a little and getting a lot .”
3. Learn First. Then Remove the ‘L’
If you have set you business and the revenue is not that great, it’s time for some or major revamp. Maybe, you should consider looking at things from a wider perspective. And for that to happen, here is a list of your best friend.
As the name suggests, this book will provide you deep insights on how you can learn and consequently earn. It tells you how your thoughts and views need to grow ten times, before you can reel in that much more revenue. Pretty interesting stuff!
“In order to get to the next level of whatever you’re doing, you must think and act in a wildly different way than you previously have been. You cannot get to the next phase of a project without a grander mind-set, more acceleration, and extra horsepower.”
4. To Be the Best!
If you think you have a great sales oriented mindset and are doing pretty great in your business, it is time for you to take yourself to the next level. Try and be the next big thing, the next big version of yourself. Here’s a quick guide to help you with that.
No, not Sherlock, this is the other Holmes! This should be your next step. This book offers you a 12 part programme guide, which is mostly used by big shot sales organisations. You want to challenge yourself? Pick up this book. Read. Implement. Succeed.
“About half of the salespeople I’ve worked with over the years gave up after a single rejection. They would call a client, the client would say no, and the salesperson would never call that person back. Very few, perhaps only 4 percent to 5 percent, keep trying after four rejections. Yet, as you learned in the previous chapter, I’ve found that it takes about 8.4 rejections to get a meeting. And what makes the difference between people who will face that rejection one time and quit or 40 times and never quit is determined purely by the strength of their ego.”
This book can be called be termed as the golden book for all sales reps and entrepreneurs. This looks at selling – as a science form. It has taken the industry with storm. In this book, he explains very clearly, what works and what doesn’t in sales. He has not made any assumptions or ghost protocols. The book is pretty clear about sales strategies.
“Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.”
We hope you find the time and get ‘reading ready’ to read! Let us know how much you liked these books in the comments section.
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