Books on Sales Techniques
Some of the most-enduring and influential books on sales techniques span thousands of years, from one by a Chinese warlord to one by a young 21st-century entrepreneur. Most of these books have a strong following among salespeople and marketers, as well as among by individuals in other professions. Recommended reading on sales techniques encompasses everything from classic and foundational books, to contemporary blockbusters and other favorites.
Other People Are Reading
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Foundations
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One of the most foundational books on sales techniques is Dale Carnegie's How to Win Friends and Influence People, which explores techniques for building strong relationships. More a book on human relations than on sales, Carnegie's discussion of effective interpersonal relationships is considered necessary reading for any sales professional. Written in 1936, How to Win Friends has sold more than 15 million copies. The Art of War, by Sun Tzu is also a foundational book for sales techniques. Written around 500 B.C. about the practices of ruling Chinese warlords, the book explores how to lead wisely and to win easily. The Art of War is also widely regarded as essential business reading.
Classics
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Og Mandino's The Greatest Salesman in the World, published in 1983, has long been considered a classic book on sales techniques. Written as a story, The Greatest Salesman in the World outlines 10 essential rules for effective sales, including the art of persuasion and the practice of goal setting. Equally popular, Zig Ziglar's Secrets of Closing the Sale, published in 1984, makes sales techniques accessible for and relevant to everyone, from professional salespeople, to parents and teachers. Ziglar explores how anyone can effectively sell anything at any time.
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Blockbusters
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Three blockbuster books on sales techniques include The Sales Bible: The Ultimate Sales Resource and The Little Red Book of Selling by Jeffrey Gitomer and Selling to Big Companies by Jill Konrath. Gitomer's The Sales Bible explores effective sales principles, with practical advice for opening, building, and closing a sale. Equally popular, The Little Red Book of Selling focuses on sales mastery, and outlines ethical and relational sales techniques. Konrath's Selling to Big Companies concentrates on how salespeople can build sales momentum through multifaceted campaigns.
Favorites
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A favorite book on sales techniques is How to Master the Art of Selling by Tom Hopkins. Recommended as essential reading for both novice and expert salespeople, How to Master the Art of Selling explores five basic steps toward effective sales, including creating a climate for sales and embracing a client's "No." Another favorite, Steve Marx's Close Like the Pros focuses on techniques for successful interactive selling. Marx's tips include partnering with prospective clients and investing in long-term relationships.
Recommendations
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Further recommendations for reading on sales techniques include Ken Blanchard and Sheldon Bowles' Raving Fans: A Revolutionary Approach to Customer Service and John C. Maxwell's Attitude 101. Blanchard and Bowles explore how creating enthusiastic customers can help to energize a business, and Maxwell discusses attitudes that can help or sabotage business relationships. In a similar vein, Steve Cohen's Win the Crowd delves into techniques of persuasion, influence, and charisma, while Keith Ferrazzi's Never Eat Alone examines how authentic relationship building can help to empower any business endeavor.
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