Close more deals after reading these 11 books
Selling is both an art and a science. And just like any subject, learning from others is the quickest way to leapfrog the competition. Fortunately, many books can teach a salesperson how to improve their mindset and get better results. While you might not have the time to read them all, you should definitely check out a few on the list below.
We rounded up and reviewed a few of the top sales mindset books such as Pre-suasion, Influence, Be Obsessed or Be Average, Never Split the Difference, Sell or be Sold, To Sell is Human, The Way of the Wolf, Relentless, The One Thing, and Atomic Habits.
In this article, you will learn more about these books, including their key takeaways and the type of salespeople who should read them. But before we get into that, here's a bite-sized look into what each one has to offer.
You read that right. It is 'pre-suasion,' not 'persuasion.' In this book, Cialdini explains that the sale's context and setup can determine its success.
Many salespeople spout off the features of a product believing that the sale will follow a logical pattern. Cialdini's work exposes how little logic has to do with a sale.
Who this book is for: Sales reps who have problems closing sales. If you find it hard to close the deal, this book will help you adjust portions of your script and the context of your sales dialogue to improve your success rate in the close.
Influence was written before Pre-suasion and became a global bestseller because of the novel information it uncovered regarding marketing and purchasing.
Sales reps can discover the principles of persuasion to improve their booking and closing rates. It can help sales professionals adjust their mindset to these principles.
Who this book is for: Salespeople who are either stuck in the old-school way of selling or are too scared to get into selling because they have a certain mental image of "Sales" people can seriously benefit from reading this book.
Grant Cardone is an authority figure and motivational speaker for most salespeople who dream of making it big. He used his sales commissions to invest in Real Estate and then flipped his way to a multi-millionaire status.
Be Obsessed or Be Average is a motivational book (and a mindset shifter). It teaches salespeople to view their craft in a different light.
Who this book is for: Any salesperson who wants to build a dream life outside of his sales work must learn from Grant Cardone. This book can be inspirational and educational for salespeople just starting out or those in a rut.
Another book by Grant Cardone that can be incredibly valuable for salespeople is "Sell or be Sold," which recontextualizes a sale as something that happens whenever two people interact.
It shows that one person is always selling an idea to another. By viewing sales as normal, salespeople can start being more relaxed when they are working.
Who this book is for: This book can help salespeople who find it hard to close sales. By picking a product they believe in or selling themselves into believing what they sell, they can become better at closing sales. More importantly, they can have better self-esteem as salespeople.
Chris Voss was the lead negotiator for the FBI and was even the go-to person for international hostage negotiations at one point.
So what can he teach a salesperson? Well Voss definitely dealt with some high stakes situations in his time so he knows how to handle a negotiation under extreme pressure.
Never Split the Difference can help salespeople incorporate negotiation into the sales mindset, and it can teach you that everything is negotiable.
Who this book is for: Any sales rep who has trouble closing and has to resort to heavy discounting to get the sale can learn to avoid sacrificing their commission.
Patty McCord is best known for the culture she built as the Chief Talent Officer at Netflix. You can even view the culture decks they created. Isn’t it a great time to be alive?
Her book Powerful will challenge you to re-examine the status quo and be an adult about your job.
Who this book is for: McCord’s no-nonsense approach is best suited for sales managers looking to build a sales dream team. But all salespeople should strive for more freedom by accepting more responsibility. You’re an adult, after all!
In some professions, sales reps aren't even called that because of how notorious selling has become.
And it is not because people don't want to buy things. It is because they don't want to be forced to buy them.
To Sell is Human takes a holistic view of sales. According to Pink, sales can be conducted in a "non-sales way" by focusing on the human aspect of the sales process.
Who this book is for: Since the ABCs of selling introduced by Daniel Pink aim to replace the old sales mindset, this book will work best for seasoned salespeople who are starting to see a decline in their conversion rates.
Jordan Belfort became a household name after Leonardo Dicaprio played him in The Wolf of Wall Street, a biopic that addresses his rise and fall.
Belfort re-emerged as a sales trainer, teaching people the system he had previously used to push penny stocks at high price points. Now, he is committed to teaching the same selling techniques for ethical sales.
Who is this book for: Since Jordan Belfort takes pride in turning beginners into master salespeople, this book is best for fresh sales reps and those willing to unlearn traditional sales "wisdom."
Tim Grover was one of Michael Jordan's coaches and handled the mindset aspect of Jordan's journey.
Salespeople have to face rejection constantly, and because they have to pick themselves up repeatedly, resilience helps. Relentless is Tim Grover's book on the determined mindset that documents the specifics of the philosophy that can turn you into the Michael Jordan of selling.
Who this book is for: Relentless is best for salespeople in a rut as it helps one rebuild momentum despite negative self-talk and failure.
Gary Keller is the founder of one of the largest Real Estate franchises in the world.
The One Thing talks about how success comes from focusing on one thing that can make everything else irrelevant. For salespeople, that's the sale. The other metrics don't matter as much if you get the deal. It can help make salespeople more productive.
Who this book is for: The One Thing is a book that can help junior as well as senior sales reps. It can even help sales managers and directors because of its pan-productivity focus.
This book is one of the all-time bestsellers in the self-help category.
Atomic Habits addresses the importance of habits in automating success. So much of what humans do is by the force of habit. If a salesperson can optimize their patterns for better sales figures, they can attain them.
Who this book is for: Salespeople who have trouble with executive dysfunction can benefit from automating their success with intentionally cultivated habits.
Top sales mindset books can help salespeople gain momentum after a bad day, educate them on how to improve and optimize their respective processes and get more sales at the end of the day.
Above all, they can recontextualize sales as conversations that aim to help prospects instead of taking advantage of them.
Now that you’ve got the right sales mindset, it’s time to hit the phones! Schedule a demo of AutoReach so you can increase your productivity and connect with more decision makers.