You know that you want to up your sales skills game for 2018, but you are not sure where to start. There are many people on the internet claiming that they can teach you the magic potion, share the secret sauce that made them a success or whatever else they are promising that is supposed to improve your sales skills. However, when it comes down to it, the true secret to sales success is to always be learning from the best and putting into practice what you learn until it becomes habit and an automatic part of your sales day.
To help you achieve that process, we have compiled a list of some of our favorite sales books that will help you on the path to sales skills success. These are the books that will transform the way you sell in 2018. The books that will make you a success if you read, reread and implement the wisdom they contain.
I have a favorite order that I tell my clients to read these books, but you can read them in any order that you like. As additional books come out during 2018 we will update the list – I have heard rumors that there is a new one to come from Anthony Iannarino and one from Jeb Blount as well. We will have to wait and see.
The book that I always suggest that my clients read first in this list is Anthony Iannarino’s The Only Sales Guide You’ll Ever Need. It will help you develop the discipline needed to succeed in sales. One of my favorite quotes from the book
More clients are lost to neglect than to any other cause
Next on the list is Fanatical Prospecting from Jeb Blount. Once you have developed the discipline, Jeb’s book will help you develop a full pipeline. One of my favorite quotes from the book is
The enduring mantra of the fanatical prospector is: One more call
You have developed the discipline and learned to create a full pipeline, now layer in Mark Hunter’s High Profit Prospecting and learn to add value so that you stop thinking that all you need to do is lower your price to make the sale. One of my favorite quotes:
Salespeople frequently ask me, “When is the right time to make the call?” My response is, “Right now!”
Next pull it all together and skyrocket your sales with Mike Weinberg’s New Sales Simplified. It was tough to choose a favorite quote from this book. I did not read the books in the order that I now suggest my clients read them. Mike’s book was the first one that I read and I have already reread it as well. It is marked up not only with highlighter and Post-it flags, but Post-it notes with ideas for blog posts (my own sales story) and tips for clients. When I narrow it down, I think this is one of my favorites:
Of all the sales weapons in our arsenal, none is more important than the sales story.
Still having trouble with the phone? Think you can ignore it and succeed? Think again and then go read Smart Calling from Art Sobczak. It was hard to choose a favorite quote from this book. You really need to work through one chapter at a time implementing as you go and you will see the results for yourself.
When you finish that list. I also highly recommend that you read Anthony’s The Lost Art of Closing and Jeb’s Sales EQ. There is also Mark’s High Profit Selling if you find yourself cutting your price for no good reason (make that any reason). If you lead a sales team, check out Mike’s Sales Management Simplified.
If you have made your way through that whole list and are ready to reach breakthrough sales levels but are struggling to break through to your dream clients, as Anthony calls them, here is another selection to add to your sales skills bookshelf for 2018
How to Get a Meeting with Anyone by Stu Heinecke will give you the knowledge and ideas that you need to get those meetings with the people that you just can’t seem to reach. Chapter 11 is full of some over the top ideas to reach that hard to reach prospect or client that has gone dark.
Wondering, can I really boost my sales skills that easily? Will some of these techniques really work? Is it really that easy to break through to the person you need to reach? Easy, sometimes. Possible, almost always, if you invest the time to read the books, learn from them and implement the wisdom contained therein on a regular basis.
For example, I created a contact marketing program for a client a number of years ago that cost them less than $25 and it worked perfectly. You can read about it here.
These books are not just for those who work at large companies with quotas, reading these books can make the difference in a small business too. Set your goals to paper. Break down what you need to do and keep learning all year to achieve your goals in 2018.