The All Time Best Books on Sales
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Aggregate RankSource Of ListBook TitleAuthorDate PublishedBlog Author CommentsBlogger AuthorBook ExcerptBlogger's RankScore 1-10
Ten is Highest
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1IncSPIN SellingNeil Rackham5/1/1988Finally, this is the book that turned selling from an art into a science. While other sales books are heavy with anecdotes and assumptions, Neil Rackham examined hard evidence of actual sales performance and codified what works--and what doesn't--in real world sales situations. A must read for everyone who sells.Geoffrey JamesWritten by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.110653318http://goo.gl/MVQ9Bhttp://bit.ly/1faKDf421
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2Matt Morris - The Unemployed MillionaireLittle Red Book of Selling: 12.5 Principles of Sales GreatnessJeffrey Gitomer9/25/2004The Author includes his 12.5 principles of Sales Greatness based on his lifetime of selling. What I love most about this book are all of the little nuggets of information you can apply immediately. He keeps it simple and basic yet very effective.Matt MorrisSalespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment—and the rest of their lives.110537185http://goo.gl/gGbrmhttp://bit.ly/1faM79071
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3The Top ShelfThe Greatest Salesman in the WorldAugustine Og Mandino2/1/1983With a title like that, it is pretty hard to argue that this isn’t greatest sales book of all time. Some of you reading this may differ with my opinion (and that is completely OK), but let me explain my reasons. Firstly a quick overview of the book itself. This book is more of a parable about a young man who meets an extremely successful businessman/salesman, whom is the farther of the lady he has fallen madly in love with. To prove his worth as a fitting match for his daughter, the young man pledges himself to the successful old businessman, saying he will do all that it takes to gain his approval to marry his daughter. Therefore, the wealthy old man puts him on a quest to discover the 10 secret scrolls of sales success.topshelfsalesWhat you are today is not important... for in this runaway bestseller you will learn how to change your life by applying the secrets you are about to discover in the ancient scrolls.110531155http://tinyurl.com/cq2zd35http://bit.ly/1faKp7Q51
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4Matt Morris - The Unemployed MillionaireSecrets of Closing the SalesZig Ziglar9/28/1985I had the honor and pleasure of knowing Zig Ziglar. He’s a true mentor of mine and has been missed dearly since his passing. This book is one of many ways we can all be mentored by Zig. He focuses on the art of persuasion to increase your sales. The examples and stories really hit home and are unforgettable.Matt MorrisWhether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. 29431124http://goo.gl/gGbrmhttp://bit.ly/1faLegV72
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5Business Opportunity.comHow to Win Friends and Influence PeopleDale Carnegie1936This is the quintessential read for any aspiring or even seasoned sales person. One word to describe it? Timeless. And it’s a great teaching tool should you find yourself trying to mentor another salesperson. This is an especially good one to buy in hardcover or, especially if you need something special for a collector, as a first edition.Kevin James CulpOne of the best-known motivational books in history! Since it was released in 1936, (it) has sold more than 15 million copies. Carnegie’s first book appeals equally to business audiences, self-help audiences and general readers alike.29428112http://goo.gl/OZesnhttp://bit.ly/1faLk8f12
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6SalesLoftSelling to Big CompaniesJill Konrath2005This book represents the beginning of the death of the cold call. In ’05, Jill took a new approach to cracking into large companies and it’s served up through this classic.Kyle PorterYour ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable.7441248http://goo.gl/M25oLhttp://bit.ly/1faLoVv47
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7Matt Morris - The Unemployed MillionaireSwim with the Sharks Without Being Eaten Alive: Outsell, OutManage, Outmotivate and Outnegotiate Your CompetitionHarvey MacKay1988My friend Harvey Mackay is one of the most well connected business leaders in the world. I’ve had the pleasure of working with Harvey on one of his book launches and he is the consummate professional. He is a self made multi-millionaire who introduces the Mackay 66 in this book. Ever wonder how to get in front of that prospect who’s just determined not to meet with you? Want to be able to motivate masses to take action on your ideas? This is the book.Matt MorrisThis straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere.3831339http://goo.gl/gGbrmhttp://bit.ly/1faLzzY73
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8IncHow to Master the Art of SellingTom Hopkins1988It's difficult to overestimate the enormous influence that Tom Hopkins has had on the world of sales. He was the first to recognize that what's now considered commonplace: that selling is primarily a process of managing your own fears and focusing on what the customer needs.Geoffrey JamesA revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently5621122http://goo.gl/MVQ9Bhttp://bit.ly/1faLBb625
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9IncStrategic SellingRobert Miller and Stephen Heiman1985This is the masterwork when it comes to understanding how a company's sales strategy--and the execution of that strategy--can make or break a business model. Authors Robert Miller and Stephen Heiman (along with their amanuensis Tad Tuleja) detail the best practices of successful firms, showing how and why their strategies have worked.Geoffrey JamesStrategic Selling helps organizations develop comprehensive strategies to win sales opportunities. Sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer's organization.743721http://goo.gl/MVQ9Bhttp://bit.ly/1faLGeT27
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10SalesStaffThe Psychology of SellingBrian Tracy1988Much like Tom Hopkins, when you read Brian Tracy’s work, you can tell that he is a salesman that has “walked the walk”. Much like Hopkins book above, this is also a great primer for new salespeople and a refresher for those that have been in the game a while. While I recommend all of Tracy’s work, including my favorite Advanced Selling Strategies, I’d say that this is one of his more comprehensive works.Garrett HollanderThe purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.562918http://goo.gl/lw7k2http://bit.ly/1faLVXo35
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9Business Opportunity.comThe Seven Triggers to Yes: The New Science Behind Influencing People's DecisionRussell GrangerI’m sure you will find this book on a lot of folks’ top-whatever lists for 2012 and rightly so. It’s my #1 pick largely for one reason…its message is so powerful. If you apply the principles learned in this book and can truly master the art of engendering emotional responses from your potential buyers, it can have serious positive results.Kevin James Culp It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.11011010http://goo.gl/OZesn11
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11SalesLoftWhat Great Sales People DoMike BosworthMike’s good enough to be on this list twice. Selling has changed dramatically over the years & Mike’s changed right there with it as a thought leader. Here Mike takes an emotional approach to selling that’s relevant and unlike anything else on the market.Kyle PorterPeople who tell the stories rule the world29199http://goo.gl/M25oL42
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12The Top ShelfSelling to the C-SuiteNicholas A.C. Read & Dr. Stephen J. BistritzThere’s not one sales professional I know that wouldn’t want to know how to improve their ability to sell to senior executives. A lot either don’t know how to sustain a meaningful conversation with them, or have trouble getting hold of them in the first place. This book takes a refreshing perspective compared to most other sales books in that instead of looking at what people did who were successful to sell to the C-suite, the book focuses on how senior executives want to buy.topshelfsales38188http://tinyurl.com/cq2zd3553
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13SalesLoftThe Challenger SaleMatthew Dixon, Brent AdamsonThis had to be on best sales books list. One of the latest to hit the scene, this model goes against traditional thinking that sales is all about relationships. It’s focused on being the advisor in each sale and working your customers towards improving their roles through new solutions.Kyle Portersales professionals who challenged customers thinking and offered new insights or solutions proved to be four times more likely to be a top performer.38188http://goo.gl/M25oL43
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21The Top ShelfHow I Raised Myself from Failure to Success in SellingFrank Bettger1947A little ‘Old School’ in its techniques and writing (it was first published in 1947), ‘How I Raised Myself from Failure to Success in Selling’ is a pioneering book for the profession of sales. One of Dale Carnegie’s best friends (author of ‘How to Win Friends and Influence People’ which is number four on the list), Bettger takes you through his life as a travelling salesman, starting at his very humble beginnings to the top of a major American insurance provider. He breaks his chapters up into a mixture of method and mindset. I really enjoyed Part 6 of the book, where Bettger goes into how to deal with failure and setbacks. An important know-how if you are going to get anywhere in sales.topshelfsales65248http://tinyurl.com/cq2zd3556
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15SalesLoftSolution SellingMike BosworthThis is the book that put Mike on the map. It’s the book that started a revolution of leading sales by uncovering the entire landscape of your buyer and sprinkling in sales content along the way.Kyle PorterShed the high-pressure, ‘always-be-closing’ mindset and align your sales approach with a buyer’s real desires.47177http://goo.gl/M25oL44
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16Business Opportunity.comAdvanced Selling Strategies: The Proven System of Sales Ideas, Methods and Technigues Used by Top Salespeople EverywhereBrian TracyMan, this book can really keep you up at night. Makes you think in ways you never in a million years dreamed you would, especially on the idea of self-image and how it affects your effectiveness as a salesperson. You can really get hooked on Tracy's writings too. I know I am. Read this one soon, if you haven't yet, realizing that it is more geared toward salespeople who already know how to sell, but who are looking to take things to the next level and do a little experimenting. I also love this book by Tracy…Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets.Kevin James CulpThe most powerful system for sales success from the author of the bestselling audio, “The Psychology of Selling.” Strategy, tactics and mental preparedness separate superior salespeople from the average—and with technological advances evening out the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.56166http://goo.gl/OZesn15
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17SalesLoftHope is Not a StrategyRick PageRick is one of the most sought-after sales consultants and trainers in the world. He made a big splash at enterprise software powerhouse MSA and shares a solid process on how to land large 6+ figure deals here.Kyle PorterNo longer is being ‘a closer” the basis of sustainable success56166http://goo.gl/M25oL45
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18The Top ShelfSmart Calling, Eliminate Fear, Failure & Rejection of Cold CallingArt Sobczak’ve never liked the phrase ‘Cold Calling’. I mean, who really likes the cold?? I think they named it that when the first time someone made a ‘cold call’ they froze. It certainly doesn’t get me excited and motivated to pick up the phone when I hear that phrase. Thank goodness one of the first things this book does is ban the use of that phrase, saying that if you think of ‘cold calling’ then your pretty much setting yourself up for ‘stone cold’ failure. You need to think ‘Smart’ when you’re planning on picking up the phone to call someone you’ve never spoken to before (hence the book title – Smart Calling).topshelfsales56166http://tinyurl.com/cq2zd3555
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23SalesStaffInfluence: The Psychology of PersuasionRobert CialdiniI was at a seminar where Guy Kawasaki was the speaker and he highly recommended this book. So I bought it and read it. Well worth the read. Not a sales book exclusively, it’s a book centered on the subtle psychology of influence. Combining deep scientific scholarship with an engaging prose style, Influence may be one of the single best works on the subject of persuasion. One stated objective is to demonstrate how we can understand and defend against pervasive non-rational influences on decision-making. As you might imagine, these principles also apply in sales and marketing to advance negotiations and even to simply get in the door.Garrett Hollander92236http://goo.gl/lw7k239
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19IncPerfect SellingLinda RichardsonIn this quick read, author Linda Richardson encapsulates, in a very simple and straightforward fashion, the entire sales cycle. She simplifies where other sales books complexify, making it clear that there's no reason that any reasonably intelligent person can't move a sale forward. It's perfect for entrepreneurs and professional salespeople alike.Geoffrey James65155http://goo.gl/MVQ9B26
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20Matt Morris - The Unemployed MillionaireSelling 101: What Every Successful Sales Professional Needs to KnowZig ZiglarZig does it again is this remarkable book. He shares how to sell more effectively, more often and to more people in an ethical way. He argues that the sales profession is a constant; however, your learning needs to be continuous and evolving when it comes to your sales skills.Matt Morris65155http://goo.gl/gGbrm76
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22Matt Morris - The Unemployed MillionaireHow to Sell Anything to AnybodyJoe GirardNow, this guy is interesting and a Guinness World Record holder! In Girard’s fifteen-year selling career, he sold 13,001 cars… a Guinness World Record! He based everything on his hard work ethic and good old fashioned salesmanship! He insists that by building on basic principles of trust and hard work, anyone can do what he did. I couldn’t agree more!Matt Morris74144http://goo.gl/gGbrm77
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24Matt Morris - The Unemployed MillionaireClose Like the ProsSteve MarxMarx basically wants sales professionals to slow down. Sometimes, you’re so busy closing sales and meeting with prospects that you don’t take time to interact with oyur customers and do what he terms “interactive selling”. This leads to longer and better relationships with a win/win outcome.Matt Morris83133http://goo.gl/gGbrm78
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25The Top ShelfThe Sales BibleJeffrey GitomerThis book, on the other-hand, I’m sure most of you have heard about or read. Gitomer has become know as the Guru of sales with his enormously popular series of little hard cover books, including The Little Red Book of Selling, Yes Attitude & The Black Book of Connections. However The Sales Bible pretty much has all the good bits and pieces from all his books combinedtopshelfsales83133http://tinyurl.com/cq2zd3558
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26The Top ShelfBeyond YesPeter FritzMost of you would not of heard about this book. I would be shocked if even the bookworms have heard of it. Written by all Australians, one of which is a good friend of mine – Mr. Alan Parker (so there might be a little bit of bias here). It is a fantastic business book that goes into a lot of indirect sales territory e.g. networking, communication and negotiation.topshelfsales92122http://tinyurl.com/cq2zd3559
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27Matt Morris - The Unemployed MillionaireGetting to ClosedStephan SchiffmanEver feel like you’re wasting your time with people who don’t know what they want to buy, aren’t really interested in buying, or have no authority to buy? Schiffman says this is the biggest waste of time and energy in sales today. He shares a proven system that has worked with over 10K sales professionals that fixes this problem.Matt Morris92122http://goo.gl/gGbrm79
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28IncMastering the Complex SaleJeff ThullPrior to this book, much of the business world believed that a good salesperson can "sell anything to anyone." Author Jeff Thull, however, lays out the gradual process by which a salesperson can help customers clarify their needs, understand their alternatives, and make the internal changes required to buy a solution that will change their entire business.Geoffrey James92122http://goo.gl/MVQ9B29
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29SalesLoftHow to Say itGeoffery JamesGeoffrey is the ‘Sales Machine’ & the best know sales blogger on the internet. This book is a culmination of all of his writing. It’s simple wisdom, a perfect combination.Kyle PorterSelling is the heart and soul of the business world101111http://goo.gl/M25oL50
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30Business Opportunity.comHow I Raised Myself from Failure to Success in SellingFrank Bettger1947Dale Carnegie calls it “the most helpful and inspiring book on salesmanship that I have ever read.” Need I say more?Kevin James CulpA business classic, (this book) is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside (where) Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected.9220http://goo.gl/OZesn19
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31SalesStaffHow to Master the Art of SellingTom HopkinsWhen you think of huge influences on the field of sales, Tom Hopkins is at the top of the list. He was one of the first to put into words the nuts and bolts of successful selling and this book succeeds on that front. For those new to the sales world, this should be one of your first reads and the fundamentals that advanced selling techniques are built on.Garrett Hollander6520http://goo.gl/lw7k236
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32SalesStaffHow to Win Friends and Influence PeopleDale CarnegieI have had this book by my bedside for twenty years now. It defines the word “timeless.” Published in 1937, it still rings true today and always will. Why? It’s all about people skills. And people will always deal with people. Ultimately, this is the authoritative work on the art of dealing with people, on how to arouse genuine interest in the other person.Garrett Hollander“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”2940http://goo.gl/lw7k232
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33The Top ShelfHow to Win Friends and Influence PeopleDale CarnegieAnother classic! If you don’t have this in your library then give yourself an uppercut. This book has so many vital lessons in business/sales acumen, it could almost be named the encyclopedia of proper business ethics. Written mostly in parable form, I recommend you buy a notebook and pen to write down the key points while reading it (if possible create a model or process for each point) and work out how you could implement the hidden nuggets of gold into your own daily practices.topshelfsales4740http://tinyurl.com/cq2zd3554
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34SalesLoftHow to Win Friends and Influence PeopleDale CarnegiePublished in 1937, this book could be on top 10 lists for virtually any personal subject. Think of it as the Bible for how to treat others and live in this world. It’s sold over $15mm copies & you’ll probably never meet a rainmaker who hasn’t read it. This book not only should be on “best sales books” list, it should also be a “best book” list, period.Kyle PorterYou can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you8340http://goo.gl/M25oL48
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35Business Opportunity.comInfluence: The Psychology of PersuasionRobert CialdiniThis national bestseller is a lot like 7 Triggers. It’s a great and powerful read. The only place it falls short is when it comes to how to apply the principles it describes in a universal way. While it did sell me in a number of areas, it didn’t do the job completely, if you know what I mean. Overall though, it’s worth your time. Another book by this author that’s a solid choice…Influence: Science and Practice.Kevin James CulpWritten in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.10120http://goo.gl/OZesn20
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36IncLittle Red Book of Selling: 12.5 Principles of Sales GreatnessJeffrey GitomerI like to think of Jeff Gitomer as the "Seth Godin" of the sales world. Jeff has a knack for distilling complex business issues down to their essence, and then explaining exactly how to use that essence to make yourself more successful. Note: this book was tied for second place with Gitomer's other classic work, The Sales Bible.Geoffrey James2950http://goo.gl/MVQ9B22
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37SalesStaffLittle Red Book of Selling: 12.5 Principles of Sales GreatnessJeffrey GitomerGeoffrey James put it nicely in an Inc. magazine article when he said, “I like to think of Jeff Gitomer as the ‘Seth Godin’ of the sales world. “ This is essential sales reading at its finest. It’s a super-easy, super-quick read that is densely packed with real-world, practical, entertaining advice. The profit per number of pages with this one is HUGE. As salespeople, we want quick, concise answers and this book delivers.Garrett Hollander“When you’re in a slump, you begin to press for orders instead of working your best gameplan (which is: ‘sell to help the other person,’ and let your sincerity of purpose shine through). When you have the pressure to sell, the prospect senses it, and backs off.”3850http://goo.gl/lw7k233
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38Business Opportunity.comLittle Red Book of Selling: 12.5 Principles of Sales GreatnessJeffrey GitomerI consider this book Essential Reading 101. Written in 2004, it’s still relevant all these years later, maybe even more so now on a number of levels than it was back in its day. Let’s just say it’s well worth getting this one in hardback for sure. Plus, it’s such a quick read that anyone can get through it. This one will make even the most successful salesperson’s life better.Kevin James CulpSalespeople hate to read. That's why the Little Red Book of Selling is short, sweet and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment—and the rest of their lives.6550http://goo.gl/OZesn16
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39SalesLoftLittle Red Book of Selling: 12.5 Principles of Sales GreatnessJeffrey GitomerThis is a recommendation to those getting into selling or considering it. Most professional sales reps will already know it’s contents. It’s short & simple which is why it’s one of the top selling sales books (and hence on this list).Kyle PorterIf You Can’t Get In Front Of The Real Decision Maker, You Suck.6550http://goo.gl/M25oL46
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40IncSecrets of Closing the SalesZig ZiglarThere's a reason why Zig Ziglar's death last November generated an outpouring of tributes from nearly every corner of the business world. It's been said that all successful people "stand on the shoulders of giant." For the world of sales, Zig was the ultimate giant, the pioneer who laid out the basic principles on which all sales technique and training is based.Geoffrey James3840http://goo.gl/MVQ9B23
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41Business Opportunity.comSecrets of Closing the SalesZig Ziglar I read this a while ago, and Zig always stuck with me. I think the most important thing I took away from this book was that you have to believe in what you are selling in order to be successful…no matter what it is. His books are always great sources of information, motivation and inspiration, all mixed into one great read. On a sad note, I learned just last night before writing this that Zig at 86 had finally passed. We will miss you Zig, but your legacy of learning for those of us who are in the industry will live on.Kevin James CulpWhether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to: project warmth, enthusiasm and integrity; effectively use 100 creative closes; increase productivity and professionalism; overcome the five basic reasons people will not buy; and deal respectfully with challenging prospects.4740http://goo.gl/OZesn14
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42SalesStaffSecrets of Closing the SalesZig ZiglarHonestly, what is a top anything in sales list without the man himself, Zig Ziglar. His passing last year marked the loss of a true American icon. In his landmark book, he focuses on the art of persuasion to increase your sales numbers. He uses simple anecdotes and examples to explain his points and the beauty is truly in the simplicity of his work. In the sales community, we stand on the shoulders of this pioneer, who explained to us the basic principles, which is the basis for much subsequent sales technique and training since.Garrett Hollander4740http://goo.gl/lw7k234
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43The Top ShelfSelling to Big CompaniesJill KonrathWho wouldn’t like having a Fortune 500 company as a client? What I really like about Konrath and the way she writes is that she is someone who has ‘done the hard yards’. She’s had to deal with the thousands of rejections and knock-backs a successful veteran sales professional inevitably has to go through. However, what separates her from other veterans is that she has captured where and what she did wrong over her career, creating a step-by-step solution for each challenge so it doesn’t happen again.topshelfsales7440http://tinyurl.com/cq2zd3557
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44SalesStaffSelling to Big CompaniesJill KonrathI can’t say enough about Jill Konrath. We excerpted her newest (equally fantastic) book, SNAP Selling, in a previous blog, in fact. I’ve read many dozens of sales books and often wonder if authors have anything new and head-turning to add to the field. Jill surely adds a ton of value with this book. The content centers around five parts which guide the reader from understanding the complexities of big(ger) clients all the way to advancing the sale. Most notably, I enjoy her easy rapport with readers in her writing style and breakout blurbs at the end of each chapter in the form of Key Points.Garrett Hollander8340http://goo.gl/lw7k238
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45IncSelling to Big CompaniesJill KonrathOne of the biggest mistakes in the business world is assuming that all companies are alike and therefore should be approaching in the same way. In this instant classic, Jill Konrath explains how to manage the often-Byzantine politics of large companies in order to help them make intelligent decisionsGeoffrey James10140http://goo.gl/MVQ9B30
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46Business Opportunity.comSPIN SellingNeil RackhamIt’s simple really. If you at all need to teach others, and/or you love to win, you will love this book!Kevin James CulpWritten by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.3860http://goo.gl/OZesn13
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47Matt Morris - The Unemployed MillionaireSPIN SellingNeil RackhamRackman introduces a revolutionary sales strategy called “spin selling. SPIN (Situation, Problem, Implication, Need-payoff) is based on multiple case studies and years of experience in large companies. The data packed in this book is unbelievable.Matt Morris5660http://goo.gl/gGbrm75
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48SalesStaffSPIN SellingNeil RackhamThis book brings sales from an art into science. Neil Rackham, the former president and founder of Huthwaite Corporation, amassed twelve years and $1 million worth of research over 35,000 sales calls into this book. Where most sales books are largely anecdotal (which is fine), this book stands tall on cold, hard evidence. In addition, it addresses the intricacies of the complex sale, one with multiple influencers and a more thorough sales process. Other sales books might be good for car salesmen and IT product salesmen alike, but this one is especially geared towards the complex sale, and that hits home with a lot of salespeople in today’s B2B world.Garrett Hollander“People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.”11060http://goo.gl/lw7k231
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49SalesLoftSPIN SellingNeil RackhamThis may be the best selling book of all time. And it’s an easy read. SPIN can help anyone to sell anything. The whole concept is that complex sales deserve a different process. Neil delivers that different process on a silver platter.Kyle PorterSPIN is an acronym that stands for Situation, Problem, Implication and Need11060http://goo.gl/M25oL41
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50The Top ShelfSPIN SellingNeil RackhamSome say this is the book that is credited for making the big shift in the way selling was performed. The ‘old’ way of selling was all about explaining the benefits of your product/service to your customer/client. Trying to make yourself and what ever you are selling as compelling as possible and if you get any objections, then you have an armory of responses ready to fire back at them until they have nothing else say, they either buy what you are selling purely out of remorse or excuse themselves to the ‘bathroom’.topshelfsales2960http://tinyurl.com/cq2zd3552
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51SalesLoftStrategic SellingRobert Miller and Stephen HeimanThis books takes a different approach which hit’s home with a lot of ‘non-salesy’ people. It’s a low pressure, ethics-based & methodical approach to selling. This book turned Miller Heiman into a global leader in sales development & one of the top 3 training methods all time in sales.Kyle PorterPersistence is an admirable quality, but it won’t get you anywhere unless the people you are persistent with believe in you and are absolutely convinced that they can trust you9230http://goo.gl/M25oL49
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52SalesStaffStrategic SellingRobert Miller and Stephen HeimanThis is a fantastic sales book in so many ways. Miller & Heiman have a way of simplifying complex sales strategy – which hits hard with traditionally “non-salesy” reps. The book is very detailed in their explanation of process and utilizes real-world examples to back up their processes. They present a particularly useful expose of types of buyers you’re likely to encounter in the sales process – technical buyers, economic buyers, budget-setters, etc. The authors published a new, revised edition in 2005 as well which is worth the read.Garrett Hollander10130http://goo.gl/lw7k240
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53Business Opportunity.comSwim with the Sharks Without Being Eaten Alive: Outsell, OutManage, Outmotivate and Outnegotiate Your CompetitionHarvey MacKayThis is a serious read, and you can pick this book up just about anywhere for bargain prices. It is often overlooked and shouldn't be for the reason that it really highlights the emphasis Harvey puts on knowing everything about a customer/client, which is incredibly valuable stuff. I also love his #1 bestseller…Beware the Naked Man Who Offers You His Shirt: Do What You Love, Love What You Do and Deliver More Than You Promise.Kevin James CulpThis straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere. They will learn how to: outsell by getting appointments with people who absolutely, positively do not want to see them, and then make those same people glad they said "yes!;" outmanage by arming themselves with information on prospects, customers and competitors that the CIA would envy, using a system called the "Mackay 66;" outmotivate by using his insights to help themselves or their kids join the ranks of America's one million millionaires; and outnegotiate by knowing when to "smile and say no" and when to "send in the clones." This one-of-a-kind book by a businessman who's seen it all and done it all has sold almost 2 million copies and is the essential road map for everyone on the path to success.7430http://goo.gl/OZesn17
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54The Top ShelfSwim with the Sharks Without Being Eaten Alive: Outsell, OutManage, Outmotivate and Outnegotiate Your CompetitionHarvey MacKayI bought this book for $1 in an op shop bargain bin in the Blue Mountains, making it one of best investments I’ve ever made! And although it is quite old (published in 1988) and some of the techniques (stalking your prospect to see where they go for drink after work??) and statements (pg 188 “Yes, it’s lonely at the top, and the bigger they are, the more strokes they need…) are dated. However it does contain some timeless bits of gold that make it worthy for a place in this list.topshelfsales10130http://tinyurl.com/cq2zd3560
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55Matt Morris - The Unemployed MillionaireThe Art of Closing the SaleBrian TracyBrian Tracy is a sales legend helping over 1 million sales people worldwide. He covers the sales skills needed to get the consistent sale. Is that what you want? A consistent sales strategy that works. His results speak for themselves. This is a must read!Matt Morris10110http://goo.gl/gGbrm80
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56IncThe Greatest Salesman in the WorldAugustine Og MandinoIn addition to being a groundbreaking business book (See Top 10 Most Influential Business Books), Og Mandino's classic helps the reader discover the positive "why" behind selling, reframing the act of selling from something that's manipulative to the act of helping other people achieve their dreams.Geoffrey James4750http://goo.gl/MVQ9B24
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57Matt Morris - The Unemployed MillionaireThe Greatest Salesman in the WorldAugustine Og Mandino1968This tiny book written in 1968 has made a huge impact on the world of sales. Through a parable, Mandino shares his philosophy of the sales profession and how important it is to believe in yourself and what your selling. This book will move you and inspire you to continue to hone your sales skills.Matt Morris4750http://goo.gl/gGbrm74
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58SalesStaffThe Greatest Salesman in the WorldAugustine Og MandinoFirst published in 1968, this is a timeless classic that interweaves mythology, ethics, and spirituality into salesmanship. What Mandino essentially asserts is that, in order to be successful in sales, you must believe in yourself and the work you are doing (and by correlation the product you sell). It’s rare to find a sales book like this that moves from the “process of sales” into a more profound, life-changing understanding of the human element of sales. This book is an easy, quick read well worth your time.Garrett Hollander7450http://goo.gl/lw7k237
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59Business Opportunity.comThe Greatest Salesman in the WorldAugustine Og MandinoI think everyone needs to think about getting this sentimental favorite for a loved one who is in sales as a holiday gift. It is just such an easy and powerful read, with so much meaning given its inspired Christian-based leanings. This book can really change someone's life.Kevin James CulpWhat you are today is not important... for in this runaway bestseller you will learn how to change your life by applying the secrets you are about to discover in the ancient scrolls. A great inspirational writer tells his greatest story--an amazing narrative revealing exciting new secrets for your personal happiness and success.8350http://goo.gl/OZesn18
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60IncThe Psychology of SellingBrian TracySelling is more that just strategy and politics--it's the practical application of psychology in a business context. In this seminal work, Brian Tracy lays out the inner motivations of both buyers and sellers, explaining how they interact to create opportunities for both parties. Insightful and essential.Geoffrey James8320http://goo.gl/MVQ9B28
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