As a salesperson, you need to be constantly updated and informed. You need to acquire knowledge and get inspirations from other sales professionals and experts.
Sales books are not just an excellent source of getting inspirations, they improve your knowledge and also provide you with all you need to know in the industry.
Sales books will provide you with sales techniques that work and the ways you can effectively convert prospects into customers.
As a salesperson, sales manager and anyone who does sales-related jobs, it is expected of you to always ready sales books so you can get inspirations and acquire more knowledge on how you can excel in your career.
We are going to take a look at the top best sales books that you should read in 2019 to become an excellent salesperson.
Stop Selling and Start Leading: How to Make Extraordinary Sales Happen by James Kouzes, Barry Posner and Deb Calvert
This book is an award-winning best-seller book. It was co-authored by James Kouzes, Barry Posner and Deb Calvert, a leading sales consultant.
The book explains the shift in the mindset for salespeople to meaningfully and successfully connect with buyers. According to them, the key to a more effective selling can be found in the behaviors and traits of successful leaders.
Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Force by Byron Matthews and Tamara Schenk.
Bryon Matthews is the CEO of Miller Heiman Group and Tamara Schenk is the Director of CSO Insights Research.
The book provides salespeople with useful contents on the complexities of the sales enablement space, and outline step-by-step ways to implement and illustrate real-world practices through case studies. The book is all about smarter sales training and coaching.
After reading this book, salespeople are expected to acquire a comprehensive plan for improving sales force productivity and increasing revenue.
Rebirth of the Salesman: The World of Sales is Evolving. Are You? By Cain McLoughlin
This book talks about the skills and traits needed to become a more effective and productive salesperson in this new world.
The author, Cain McLoughlin recognizes that the sales industry has changed significantly and more informed buyers are taking control of the sales process.
For this reason, he wrote this book so that salespeople can move with the change and have the new skills needed to still be effective in the industry.
Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by Jeb Blount
Jeb Blount, who is the author of this book, is also the CEO of Sales Gravy. He recognizes that modern buyers are becoming more informed and skeptical than ever. “No”, has become a common part of the average salesperson vocabulary.
The author uses his experience and knowledge to explain the realities of facing objections and how salespeople can influence humans to overcome obstacles and make more sales.
The Long-Distance Leader: Rules for Remarkable Remote Leadership by Kevin Eikenberry and Wayne Turmel
The authors of this book Kevin Eikenberry and Wayne Turmel are both the co-founders of Remote Leadership Institute.
They recognize that there are challenges that come with leading a distributed sales force and so sales leaders and managers must fight these challenges.
The book talks about how leaders can learn to keep their employees on task, make them more productive and engage them no matter where they are.
More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers by Jill Konrath
The author of this book, Jill Konrath is an acclaimed sales strategist and keynote speaker. He recognizes that sales veterans and new salespeople all struggle to stay on top of their schedules in this digital age.
With the emergence of technologies, social media, industry news, salespeople are expected to be on top of their game and meet up with the new trend.
Jill Konrath tackles these challenges by combining research and her own expertise to useful ways and practices that salespeople can use for better time management.
Time is a very important entity in the sales world. For a salesperson to be productive, he or she needs to be able to make more sales in significantly lesser time.
The Lost Art of Closing: Winning the Ten Commitments that Drives Sales by Anthony Iannarino
The author of this book, Anthony Iannarino is also a consultant. He recognizes that closing sales have always been a tricky business. With the buyer’s expectations and technologies changing the realities of sales, salespeople are still searching for effective ways that they can successfully pass through this final hurdle.
Anthony Iannarino focuses not so much on the final commitment but rather the commitments that the buyers should be making in the course of the sales cycle.
The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone by Matthew Pollard and Derek Lewis
The authors of this book recognize that reserved and shy people might find it difficult to sincerely interact with buyers and close sales deals using the traditional approach.
They explain how salespeople can learn how to better prepare for buyer’s interactions, objections and close sales deals regardless of their personalities.
The Sales Enablement Playbook by Cory Bray and Hilmon Sorey
In this book, the authors share strategies on how to help salespeople establish a culture of sales enablement in their respective organizations and ultimately guide them towards their roles.
Combo Prospecting: The Powerful One-Two Punch That Fills your Pipeline and Wins Sales by Tony Hughes
The author of this book, Tony Hughes is also a sales consultant, speaker and blogger. He recognizes that in this new world, buyers are in control and getting prospects to engage with salespeople might be the most difficult part of the sales process.
In this book, he explains how a blend of time-tested prospecting tactics and new-age technology best practices are what salespeople need to use in connecting with today’s buyers.
Tips to become the Best SalesPerson
There is a difference between being good and being the best.
A good salesperson can handle objections well while the best salesperson knows how well to make objections disappear.
Where the best salesperson gives no room for objections, a good salesperson gives room for objections but handle them well.
To be the best salesperson, there are some rules you need to follow and things you must do.
Let’s explore those tips on how you can become the best salesperson.
Know your Product
Having the capacity to sell is a large portion of the fight. Understanding what you’re selling is the other half.
Before now, selling depended on appeal and tactics. However, in this new age of technology, prospects have more access to information, they are not tricked so easily anymore. To pick up their trust and increase the value of their lives, you need to genuinely know your product.
Objectively Review your Pipeline
Sales deals are not marked as likely to close just because of the fact that influencers like what you are selling. As a salesperson, you need to objectively review sales opportunities and produce an accurate sales forecast. This is what makes you not just a good salesperson but the best.
Discover easy Routes and Hacks
When an incredible salesman finds a procedure or strategy that works, they use it over and over and over again, until it stops working.
Salespeople are continually working round the clock, which implies the additional time they spend testing, the less time they have for genuine selling. In addition, there’s an open door cost. Attempt one thing that doesn’t work, and you’ve lost the chance to utilize something that does.
As a salesperson, experiment on what works so that you can get results on time. From the result, you will know if to implement it or you need to move on to a better option.
Practice Undivided Attention
Fruitful salesmen are totally present when they converse with prospects. They’re not considering other options. They are focused and locked in accordingly. Their discussions with buyers are more profound and increasingly important.
Undivided attention might be one of the hardest abilities to create since it’s human instinct to think more about what you need to say than your prospect. In any case, it’s unfathomably significant.
Not exclusively will you construct more grounded connections, but you will produce information that will enable you to position your product as the best alternative.
Work Harder
For you to be the best, you need to work extra hard. Nothing good comes easy so as being the best salesperson requires extra effort. You need to lay the foundation for the month ahead of you and make sure you perfectly strategize on how to achieve results.
Practice Excellent Communication Skills
Excellent communication skill is key to the success of salespeople. Regardless of where you are, you should be able to effectively communicate with people and seize their attention.
If you are in a networking event, you should be able to bring up relevant discussions that will create opportunities for you to sell your product. Be able to get useful information that will help you in your sales work out of the people you talk to.
Be a Team Player
Though you are not the sales manager, as a salesperson, it is required of you to be a team player. To be the best, you should be able to carry members of your team along, ask for suggestions and provide help to your team members when needed.
You should know When to Walk Away
As a salesperson, you should know that not all sales deal will be closed. You should know when to walk away from a sales negotiation that is not yielding any positive result.
If you are spending too much time on a sales deal and you are not foreseeing the buyer making a purchase, you should consider walking away. Do not spend too much time on things that won’t yield any result when you can channel those times on other positive sales deals.
Be Honest
Try not to guarantee a product or feature that doesn’t exist, don’t make a promise to sell at a price that is false. You should always be honest and tell the buyer the truth.
When you tell lies, you might get a closed deal but won’t keep your business and brand in a good light. You will end up with negative reviews. To be the best salesperson, always be honest with your buyers.
Always look Out for your Client
So also, don’t oversell your client on administrations or highlights they needn’t bother with, just to knock up your number. A consultative offering approach enables you to be straightforward with your client about what they truly need to comprehend for their business. It’s the proper activity and you may be astounded the amount it will profit you with regards to restorations and referrals.
Do not be Afraid of Rejection
You can’t win every sales deal, and some buyers just won’t like you for whatever reasons. keep in mind that it’s essential to be insightful about how you can improve, it’s critical to proceed onward effectively from rejections.
See rejection as evidence that you are pushing the limits and crossing boundaries. In this way, inspect why you weren’t fruitful with your prospect, request for suggestions, and push ahead rapidly and emphatically to greater and better deals.
Use Measurable and Repeatable Sales Process
The best salespeople use a process that allows them to convert as many prospects as possible to customers. They use a process that is measurable and can be repeated.
If you want to be the best salesperson, you should not let anything slip through. Try as much as possible to know the state of every sale deal in your pipeline, forecast their next line of action and when the action will take place. Review your key metrics and adjust when necessary.
