The one piece of advice I was given years ago:<p>There is no such thing as "sales", and you aren't a "salesman". You provide a solution to a problem. Listen, understand, and then offer a solution.<p>I forgot who told me that but it's fantastic advice. As far as understanding people, the de facto book to read is "How to Win Friends and Influence People" by Dale Carnegie. I'd highly recommend that.
Y Combinator Sales Summer School: <a href="https://www.youtube.com/watch?v=t-K2DHi99oI&list=PLb1c0oEEXWIZiWzdtUOUhlirJr2fXfbxX" rel="nofollow">https://www.youtube.com/watch?v=t-K2DHi99oI&list=PLb1c0oEEXW...</a><p>This is basically Sales 101. Lecture by Steli Efti, YC founder of the close.io CRM. Insanely valuable.<p>---<p>Y Combinator "How To Start A Startup" Sales: <a href="https://www.youtube.com/watch?v=SHAh6WKBgiE" rel="nofollow">https://www.youtube.com/watch?v=SHAh6WKBgiE</a><p>This is held by one of the founder of YC startup Clever, with an emphasis on the earliest stages of sales in a startup.<p>---<p>Tons of specific sales advice on <a href="http://blog.close.io" rel="nofollow">http://blog.close.io</a> , you can find the best by googling "site:blog.close.io" and follow through the links. There is <i>a ton</i> of things I learned from Steli Efti (the guy behind www.close.io CRM and the Sales Summer School), be sure to attend their webinars as well if you're curious.
I would recommend the following<p>Thinking Fast and Slow
<a href="https://en.wikipedia.org/wiki/Thinking,_Fast_and_Slow" rel="nofollow">https://en.wikipedia.org/wiki/Thinking,_Fast_and_Slow</a><p>Predictably Irrational:
<a href="https://en.wikipedia.org/wiki/Predictably_Irrational" rel="nofollow">https://en.wikipedia.org/wiki/Predictably_Irrational</a><p>Influence:
<a href="https://en.wikipedia.org/wiki/Robert_Cialdini#Theory_of_influence" rel="nofollow">https://en.wikipedia.org/wiki/Robert_Cialdini#Theory_of_infl...</a>
Books<p><a href="http://www.amazon.ca/To-Sell-Is-Human-Surprising/dp/1594631905" rel="nofollow">http://www.amazon.ca/To-Sell-Is-Human-Surprising/dp/15946319...</a><p>Best insight: The biggest misconception is that extraverts are better salesmen cause they're slick talkers. Actually, it's the exact opposite. It's better to let your prospect to most the talking while you listen. Ask them open-ended questions. The more you learn about your prospect, the more effectively you can explain your product solves their specific problems.<p>Articles<p><a href="http://nlp-mentor.com/nlp-techniques/" rel="nofollow">http://nlp-mentor.com/nlp-techniques/</a><p>Neurolinguistic programming techniques - can be manipulative if used the wrong way but in sales, they really help you gain an advantage or maintain control. Includes how to build rapport quickly, how to maintain your frame regardless of how the other person acts, etc.<p><a href="http://www.artofemails.com/sales-follow-up" rel="nofollow">http://www.artofemails.com/sales-follow-up</a><p>Money is the follow-up - creative ways to keep the convo alive without annoying your prospects
There have been several worthy recommendations in this string. Keep in mind, the more you read-- the more data you compile and master the subject. Here are a couple not already mentioned--<p>The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! <a href="http://www.goodreads.com/book/show/15863998-new-sales-simplified" rel="nofollow">http://www.goodreads.com/book/show/15863998-new-sales-simpli...</a><p>Here's a video presentation by Matt Dixon on The Challenger Sale. It's a bit long, just over an hour. But give it 15 minutes-- you'll see it's solid material. Good insights on how marketing supports & equips sales. Read the book!<p><a href="https://www.youtube.com/watch?v=bSfE8zZUoMc" rel="nofollow">https://www.youtube.com/watch?v=bSfE8zZUoMc</a>
These are great books for starting off with the why and how of sales:<p>Daniel Pink - To Sell Is Human: The Surprising Truth About Moving Others <a href="http://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905/ref=asap_bc?ie=UTF8" rel="nofollow">http://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp...</a><p>Dale Carnegie - How to Win Friends & Influence People <a href="http://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034/ref=sr_1_1?s=books&ie=UTF8&qid=1442499882&sr=1-1" rel="nofollow">http://www.amazon.com/How-Win-Friends-Influence-People/dp/06...</a><p>As you understand the macro details of sales, the more micro things (tactics, strategies, best practices) are probably best served by specific industry or specific aspects of sales. For example:<p><a href="http://www.amazon.com/Behind-Cloud-Salesforce-com-Billion-Dollar-Company-/dp/0470521163/ref=sr_1_1?ie=UTF8&qid=1442500049&sr=8-1" rel="nofollow">http://www.amazon.com/Behind-Cloud-Salesforce-com-Billion-Do...</a><p><a href="http://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072/ref=sr_1_2?ie=UTF8&qid=1442500089&sr=8-2" rel="nofollow">http://www.amazon.com/Sales-Acceleration-Formula-Technology-...</a><p><a href="http://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=pd_sim_14_1?ie=UTF8&refRID=08BC3RAFN4RSZDNWQJ9Q&dpID=51mYrIgNB6L&dpSrc=sims&preST=_AC_UL160_SR104%2C160_" rel="nofollow">http://www.amazon.com/Predictable-Revenue-Business-Practices...</a><p>I also really like Jason Lemkin and his SaaStr blog: <a href="http://www.saastr.com/" rel="nofollow">http://www.saastr.com/</a> Loads of SaaS sales practices on there.
"Sales" is very broad.<p>My favorite book about the act of selling (i.e. pitching) is "Pitch Anything" - <a href="http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854/ref=sr_1_1?ie=UTF8&qid=1442499872&sr=8-1&keywords=pitch+anything" rel="nofollow">http://www.amazon.com/Pitch-Anything-Innovative-Presenting-P...</a><p>If you're looking for an overall sales primer/bible, your best bet is probably The Sales Acceleration Formula <a href="http://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072/ref=sr_1_1?s=books&ie=UTF8&qid=1442499928&sr=1-1&keywords=sales+acceleration+formula" rel="nofollow">http://www.amazon.com/Sales-Acceleration-Formula-Technology-...</a>
"Sales" is a very broad topic. What aspect of sales are you looking to get better at? The initial prospecting and sourcing of qualified leads? Turning leads into opportunities and proposals? Closing opportunities? Or something else such as preventing churn?
Hope you see this.<p>I'm not going to recommend a book. Pick any book recommended here.(They all give similar advice). And go a step further.<p>Learn how to use Anki.<p>Use Anki while reading the book and I guarantee you this - you'll master sales at least 10x faster because..<p>Because you'll remember to use them instead of jumping from book to book and from course to course.<p>Hope you heed this advice - you'll be glad you did.
I can't recommend "The Little Red Book Of Selling" by Jeffrey Gitomer enough. I have a copy in my desk right now.<p><a href="http://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601" rel="nofollow">http://www.amazon.com/Little-Red-Book-Selling-Principles/dp/...</a>
Check out anything by Zig Ziglar -> Napoleon Hill -> Andrew Carnegie and Tony Robbins.<p>People miss that sales is not just technique or what you say but state of mind, belief and confidence.<p>Stay away from sales only focus books.<p>If you really want to learn something check "Mastery" by Robert Greene.
Definitely check out the Enterprise Sales Guide created by Mickey at Work-Bench. A ton of insight into the art of enterprise selling.<p><a href="http://www.enterprisesales.nyc/" rel="nofollow">http://www.enterprisesales.nyc/</a>
I just finished New Sales Simplified:<p><a href="http://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771/ref=sr_1_1?ie=UTF8&qid=1442501569&sr=8-1&keywords=new+sales+simplified" rel="nofollow">http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel...</a><p>If you are responsible for getting new business, it is probably the best sales book I have read. Walks through defining your target customers, creating appropriate messaging to reach out to those customers and how to structure discovery and presentation calls.
Allow me to recommend you a piece of advice rarely followed by others - practice the act of selling every day. <i>That</i> helps enormously to get good at sales (and better than any book).
There are 3 books you should read: SPIN Selling. The Challenger Sale. The Charisma Myth. In that order. You will learn so many jedi mind tricks.<p>Yes, there is such a thing as sales. But do yourself a favor and don't sell shitty products. There's a wide range of incomes among people selling the best products, and the difference is stuff you can at least read about in those books.
Winning Through Intimidation by Robert Ringer is by far the best sales book I ever read.<p>His basic premise is that the outcome of any negotiation(especially sales) is inversely proportionate to how intimidated you are by the other person.<p>His solution is to invest in creating a strong image before selling and using takeaway selling, which is basically taking away the opportunity to do business with you so that they stop thinking about whether they want to buy and start thinking about how to get you to sell to them.<p>On a side note, Dan Kennedy says,"if you lose a sale because of price, you lose that sale long beforehand." your job is to differentiate yourself and craft a powerful image so they can never even start to compare you to others.<p><a href="http://www.amazon.com/Winning-Through-Intimidation-Robert-Ringer/dp/0449207862" rel="nofollow">http://www.amazon.com/Winning-Through-Intimidation-Robert-Ri...</a>
I'm surprised that Jordan Belfort hasn't appeared here already. You might know him more appropriately as The Wolf of Wall Street, and its doesn't matter what your opinion of the guy is - he has a natural talent for sales.<p>As you will note from his material, that there are 3 types of people, those that don't want the product, those that are unsure if they want it, and those that want the product. Sales is about converting those "unsures'" to sure wants.<p>I would recommend giving the book "The Wolf of Wall Street" a read.
His course "Straight Line System" is pretty pricey, but if you have the money or the means, I would recommend this course over any other:
<a href="http://jordanbelfort.com/sales-order/" rel="nofollow">http://jordanbelfort.com/sales-order/</a>
I'm a fan of <i>The Challenger Sale</i>, <i>The New Solution Selling</i> and all three books by Jeff Thull: <i>Mastering The Complex Sale</i>, <i>Exceptional Selling</i> and <i>The Prime Solution</i>. I really like Thull's approach, especially his "always be leaving" mindset, as opposed to the old "always be closing" idea. Thull's thinking is much more focused on providing an authentic and honest experience, and genuinely trying to help the customer - as opposed to stuff about how to "trick" the customer into saying yes.<p>I also like a lot of what I've read from Jeffrey Gittomer and Grant Cardone.<p>Oh, and <i>The Ultimate Sales Machine</i> by Chet Holmes as well. He (Chet H.) did a series of videos with Anthony Robbins that is really good. I really recommend watching those.
For books: realize there are multiple kinds of selling.<p>1)
There's things like used cars. Single, moderate sized transactions, one-time. You want to extract the last dollar, force the close, and generally be like...a used car dealer. I know nothing about this.<p>2) There's consumer products -- worry about the "funnel", advertising, etc.<p>3) There's the stuff I like -- high dollar, high-complexity, repeated/ongoing transaction. The best books, hands down, are Neal Rackham's SPIN Selling series: <a href="http://www.amazon.com/Neil-Rackham/e/B000APLFJK" rel="nofollow">http://www.amazon.com/Neil-Rackham/e/B000APLFJK</a>
Our selections from The 100 Best Business Books of All Time were:<p>-Selling The Invisible by Harry Beckwith (great look at selling services)
-Secrets of Closing The Sale by Zig Ziglar (gets you prepared for objections)
-How to Become A Rainmaker by Jeffrey Fox (shortcuts to better sales techniques)
-The Little Red Book of Selling by Jeffrey Gitomer (best first book for first time salespeople)<p>As mentioned in other posts, I would also add SPIN Selling, Mastering the Complex Sale and The Referral Engine.<p>"Smart" books in the sales space include Influence, Made To Stick, To Sell Is Human.<p>For motivation, read more Zig, Tony Robbins, and Dale Carnegie.
You might find books on social psychology helpful.<p>At one point in his career, my ex was a military recruiter. They get world class sales training. He borrowed my textbook from the social psych class I had taken and I didn't see it again until his tour of duty as a recruiter was over.<p>I will also recommend "Getting to yes" which is research based and a quick read and "The mind and heart of the negotiator", which is also research based but meatier. I believe there is a free version of the latter available online. These were both required texts for my class on conflict management and negotiation.
Read and listen to everything Steli Efti says -<p><a href="https://twitter.com/steli" rel="nofollow">https://twitter.com/steli</a><p>His book - <a href="http://www.startupsalesguide.com/" rel="nofollow">http://www.startupsalesguide.com/</a><p>“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin - <a href="http://www.saastr.com/the-predictable-revenue-guide-to-tripling-your-sales-by-aaron-ross-and-jason-m-lemkin-download-part-1-now/" rel="nofollow">http://www.saastr.com/the-predictable-revenue-guide-to-tripl...</a>
1. The best book I've read on sales is:<p>"How I Raised Myself from Failure to Success in Selling"(1952) by Frank Bettger<p>2. Everything at Heavybit is excellent,<p>their sales videos are very nice:<p><a href="http://www.heavybit.com/library/developer-sales" rel="nofollow">http://www.heavybit.com/library/developer-sales</a><p>And an must see video for me was:<p><a href="http://www.heavybit.com/library/video/2015-05-12-jason-lemkin" rel="nofollow">http://www.heavybit.com/library/video/2015-05-12-jason-lemki...</a>
A couple ones I've read and found quite useful:<p>Make your contacts count<p><a href="http://www.amazon.com/Make-Your-Contacts-Count-Networking/dp/0814474020/" rel="nofollow">http://www.amazon.com/Make-Your-Contacts-Count-Networking/dp...</a><p>The science of influence<p><a href="http://www.amazon.com/Science-Influence-Anyone-Minutes-Less-ebook/dp/B000VIIE9A/" rel="nofollow">http://www.amazon.com/Science-Influence-Anyone-Minutes-Less-...</a>
Grant Cardone's The Closer's Survival Guide.<p>Get it on Audible:
<a href="http://www.amazon.com/Closers-Survival-Guide-Third/dp/B00K1O4TPW/" rel="nofollow">http://www.amazon.com/Closers-Survival-Guide-Third/dp/B00K1O...</a><p>I've read a ton of sales books and this is by far the best one. Actionable stuff - no fluff. Great for founders who have trouble getting the deal closed and the cash in the bank.
This podcast isn't active anymore, but I rate it as one of the absolute best resources on B2B sales: <a href="http://www.salesroundup.com" rel="nofollow">http://www.salesroundup.com</a><p>Start listening the archives from the beginning or pick your episodes, either way it's one killer virtual coaching program on B2B complex sales, applying many of the mentioned books to practice on strategic and operational level.
Pitch Anything goes in to detail on the psychology of the pitch. It talks about the concept of framing and how you must control the frame to close the deal. Highly recommended. Just read it (well, listened to it) and I feel like reading it again just to catch up on any missing details.<p>Book homepage is <a href="http://pitchanything.com" rel="nofollow">http://pitchanything.com</a>
Big fan of the <a href="http://www.salescoach.com/" rel="nofollow">http://www.salescoach.com/</a> methodology. I’ve done their in-person trainings and online materials.<p>After reading lots of sales books this is the technique that works best for me. Companies should do themselves a favor and pay for their teams to level up with better sales skills.
Secrets of Questions Based Selling: <a href="http://www.amazon.com/Secrets-Question-Based-Selling-Powerful-Business/dp/1402287526/" rel="nofollow">http://www.amazon.com/Secrets-Question-Based-Selling-Powerfu...</a><p>Great book that helped me learn the psychology behind sales.
I found a lot of value in taking a class on the Sandler system. Some of the concepts are packaged up here:<p><a href="http://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/0967179904" rel="nofollow">http://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/096717...</a>
Ymmv but I got a good grip on gimmicks from The Hidden Persuaders by Vance Packard<p>Also I can't emphasize this enough<p>INSIDE SECRETS OF SELLING (FIND A NEED AND FILL IT)<p><a href="https://archive.org/details/insidesecretsofs00ward" rel="nofollow">https://archive.org/details/insidesecretsofs00ward</a>
Zero Resistance Selling: <a href="http://www.amazon.com/Zero-Resistance-Selling-Maxwell-Maltz/dp/0735200394" rel="nofollow">http://www.amazon.com/Zero-Resistance-Selling-Maxwell-Maltz/...</a><p>on the mindset of sales.
One of the best reads on this : <a href="http://www.amazon.com/How-Sell-Lobster-Bill-Bishop/dp/0973107316" rel="nofollow">http://www.amazon.com/How-Sell-Lobster-Bill-Bishop/dp/097310...</a>
"To Sell is Human" by Dan Pink. It doesn't so much teach you how to sell as to take the perspective of people whom you may want/need to convince or persuade.
Here is the book you want:<p><a href="http://www.amazon.com/gp/product/006124189X" rel="nofollow">http://www.amazon.com/gp/product/006124189X</a>
Mike Bosworth - Solution Selling - it talks all about consultative selling, listening and walking prospects through a 9 steps process from introduction to close
I've read SPIN selling and now reading Challenger Sales.<p>SPIN is much easier to read, know and understand while I found Challenger Sales a lot difficult to follow and put into practice.<p>Challenger Sale's major premise is the assumption that SPIN selling doesn't work anymore for some reason because of the 2008 recession. I'm not sure how true this assumption is but I'll leave this up for the real sales people.<p>I'm interested in hacking enterprise sales. ANother HN user's blog on the subject here is excellent as well: <a href="http://doanhdo.blogspot.ca/" rel="nofollow">http://doanhdo.blogspot.ca/</a>
Free books and videos[1]. He looks like a guru... and in a sense he is. The difference is that he doesn't sling cheesy ebooks and mastermind sessions. He doesn't even have a mailing list. The only product that he sells is custom made corporate programs.<p><a href="http://www.sellingergroup.com/free-books--videos.html" rel="nofollow">http://www.sellingergroup.com/free-books--videos.html</a>
Check out this playlist: <a href="https://www.youtube.com/playlist?list=PLkVbIsAWN2lvMDgewjAldPf3svd-cdEnL" rel="nofollow">https://www.youtube.com/playlist?list=PLkVbIsAWN2lvMDgewjAld...</a><p>Louis Rossmann knows his shit
As a side note - I've started a side project called 3 Good Books - a few people have recommended good sales books on there...<p><a href="http://www.3goodbooks.com" rel="nofollow">http://www.3goodbooks.com</a>