If you want to get better at sales, you must keep educating yourself on being a better sales person and communicator. An easy and enjoyable way to do this is to read books. Reading a book helps you to go deeper into new concepts, review tried and true strategies, and engage your brain.
To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink uses Dan’s study research in his “What We Do At Work” to validate what I have been preaching for years, “Everyone Sells”. This book offers practical insight as to how to use the gift of communication to move people from A to B. That’s what selling is all about moving people, encouraging them to willing make a change, open up their mind to a new idea or persuading them to your way of thinking in a manner that is non combative. This is a book for every sales professional who wants to communicate better with customers!
Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Erick Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion is filled with hidden gems. This book delivers strategies on how to be engaging throughout the sales process. A key element of the book is about learning to build a buying vision and tell the story of how your product and services supports their vision. If you are looking to become a valued partner within your client organizations, this book is a must read on engagement!
The Score Takes Care of Itself: My Philosophy of Leadership by Bill Walsh, with Steve Jamison and Craig Walsh, is a must read for sales representatives and management leaders everywhere! This book focuses on monitoring and measuring what matters and if you do what it takes, the score will follow. There are lots of golden nuggets throughout this book to help every professional level within your company’s sales department.
For more sales success reading suggestions, visit the Peak Performance Solutions resources for a book list.