Selling has never been harder. With the rise of big data and an increasingly technically focused way of doing things, charisma has taken a back seat.
You have more competitors and they have all the same tools as you do. The only ways you can stand out are through smart online content and your sheer force of personality.
These five books are going to show you all about how you can start boosting your sales skills.
Don’t be put off by the title. The lessons you learn here can be applied to organizations of any size. Selling to all types of companies is exactly the same. This book by Jill Konrath will give you a different perspective of the sales process from the buyer’s point of view.
When you deal with corporate entities you have to be prepared to deal with internal politics. This intelligence will introduce you to the decision-making process your prospects are going through when you approach them.
You know that selling is all about hustle. And that’s what Neil Patel’s latest book is all about. He will show you which changes you need to make to your management team to get more out of your sales efforts.
Sales are all about luck, but it’s not the same type of luck that comes out of nowhere. Patel demonstrates how you can go about making your own luck and how you can use it to realize your selling potential.
A common belief in the world of business is that a good salesperson can sell to absolutely everyone. We now know that this is a total myth. A salesperson can only sell to a buyer when the buyer actually wants what’s on the table. Your sales team has to qualify leads and make sure the person in question has an actual use for your product or service.
Jeff Thull shows the process that every seller must go through in order to discover the needs of their leads. He will also show you how you can offer alternatives and how to make changes to increase your chances of landing a sale.
Salespeople must have a knowledge of psychology if they’re going to tap into the needs of their target audiences. Brian Tracy digs deep into the motivations from both the buyer’s and seller’s point of view. This book will define how both parties interact and how opportunities are created.
Despite the name, this is not a book that’s heavy on the science. You don’t need a science background to grasp what’s being said here.
Your business model relies on the sales strategy you decide to employ. Not a lot of companies understand this, or they only realize it when it’s far too late and the business is already on its knees. Both of these authors will introduce you to the sales models that the most successful firms have already implemented.
They’ll show you the business models and why these models have succeeded. You’ll be able to apply the same strategies to your sales team, with some slight tweaks.
This book is not about the ‘How?’ or the ‘What?’ it’s about showing you why something works how it does. You’ll have an intimate understanding that’s far beyond what most salespeople have.
Which of these books do you think will be most helpful in boosting your sales skills?