Sandy's workshop was really beneficial in helping me reach clarity on a way that the Chamber could listen to what our members want, and deliver that in a way which would demonstrate value & benefit. And so the DACC123 Member Promise was born - thanks Sandy
My Top 5 Sales Books That Will Transform the Way You Live (and do business)
Did your Mammy always tell you, that the old songs are the best? Well, whether you’re more Michael Buble or Shakin’ Stevens - when it comes to finding the best books on sales and marketing, it’s true. And not because our newest salespeople have nothing to say, but because the core principles of great selling don’t change. What does change is the context in which we use and apply these techniques.
So, without further ado… Here are my top five sales books to help you grow your business in 2019.
The best sales books for beginners through to sales directors
1. How to Win Friends and Influence People by Dale Carnegie
I put off reading this book for a long time. Eventually, a friend actively recommended that I read it. And I’m glad I did. Despite its age, this book is full of timeless advice that every ambitious salesperson needs to know.
2. Spin Selling by Neil Rackham
This is still my go-to book for people who are serious about honing their selling skills. I’ve even used the SPIN concept to train managers on how to sell large-scale business changes to their employees. I’ve heard Rackham speak a couple of times now, and I’ll say that if you’re looking for useful insights on the latest trends in selling then he’s the one to watch.
3. The Obstacle is the Way by Ryan Holiday
People often ask me how they should deal with rejection. Or more specifically, how to deal with the feeling that - no matter how hard they work - they aren’t making headway with their customers. This book is my favourite antidote to this. Packed with stories, this book is the perfect introduction to Stoicism and a must-read for anyone who wants to be more successful at what they do.
4. Influence: The Psychology of Persuasion by Robert Cialdini
In sales (and in life) we talk about all decisions being emotional. Cialdini explains how to help your customers reach the right decision AND achieve a win-win for you both.
5. The Challenger Sale: Taking Control of the Customer Conversation by Mathew Dixon and Brent Adamson
Based on a study of thousands of salespeople, Dixon and Brent’s book contains compelling new evidence about the personality type which performs best in customer situations.
What’s the best sales and marketing book you’ve ever read? Have I missed yours in my top 5?