Even the most successful salespeople need to hone their technique. There are a ton of motivational books out there, so we saved you some time and picked three from Amazon’s list of best-selling sales books. Better yet, we’ve nailed down why exactly you should spend your hard-won down time reading each one.
Richard Fenton and Andrea Waltz
Forget positive thinking—Fenton and Waltz want you to focus long and hard on getting rejected. They believe that by increasing the number of times you hear the word “no” as a sales person, the greater your success will be in the long run.
This gem is unique among sales books. Rather than go for checklists and lists of rules, it details four days in the life of Eric Bratton, a fictional copier salesman who is given a glimpse into the future, where he’s had success beyond his wildest dreams. Bratton’s view of the future isn’t a work of fantasy—it’s all his if he would learn to embrace failure on the way to success.
WHY YOU SHOULD READ IT NOW: The book is only 80 pages long—an anomaly among sales books—so no excuses that you don’t have time to read it.
Ziglar’s advice isn’t exactly rocket science, but sometimes it’s the simplest of techniques that get the biggest results. And his sales books are still required reading for many sales teams. This updated version of the classic is chock-full of stories that will encourage you to approach all of your future customers with a renewed enthusiasm. Zig offers more than 100 creative ways to close the deal, no matter how many objections your customers might have.
WHY YOU SHOULD READ IT NOW: Zig is the man when it comes to sales technique. If you haven’t read one of his sales books yet, we won’t tell—but start with this one.
For Cardone, life is selling. People are always trying to persuade others and even themselves to take a particular course of action or see things in a particular way. Of course, for actual salespeople, persuasion is an art and a skill to hone constantly. In his book, Cardone talks about how to deal with negativity, how to move on quickly from rejection, and what it takes to get to closing a deal sooner rather than later.
WHY YOU SHOULD READ IT NOW: While much of what Cardone writes about in his sales books is timeless, this book is tops for finding sales success in a struggling economy.