If you think that being successful in sales means convincing unsuspecting prospects to buy something they don’t want or need, you’re wrong. You’ll be happy to hear that the world of sales is so round that it’s gone through a full-scale revolution.
Gone are the days of perceived pushing, cajoling, and arm twisting. Today, sales are about relationship, service, and support.
Here is the official Small Business Trends list of the best small business sales books for 2015. They reflect a new approach to sales and support.
Don’t worry. It’s not all soft stuff. This list includes every perspective on the sales process. From local business, to corporations, and even using data and processes: it’s all here.
The list ends with a book on customer service that will complete your journey into the new and improved world of sales.
Best Sales Books of 2015
by Olga Mizrahi (@olgamizrahi).
A practical book written specifically for main street businesses, Mizrahi combines advice from dozens of business owners. Also shared are hundreds of conversations with experts.
The book provides the “boiled down essentials” through a series of strategies and tactics that are listed out as simple tips and to-dos. (Read our review)
by Don Hutson (@DonHutsonLive)
The number one reason sales people fail is because they failed to optimize their time and their efforts. Not understanding how their prospects define value is also a problem. In “Selling Value,” Don Hutson will show you how to organize yourself and your business around a successful process that closes sales. What sets this book apart from others is its focus on treating the salesperson like a small business. (Read our review)
by Simon Phillips (@1simonphillips), and illustrated by Simon Ellinas
This is directed towards anyone who wants to understand the true value of networking, and the variety of methods to build a strong network. This is a great book for small business owners who use referrals as a marketing strategy and are looking to leverage social media tools to turbo charge their networking. (Read our review)
The Miracle Morning for Salespeople: The Fastest Way to Take Your SELF and Your SALES to the Next Level
by Hal Elrod (@HalElrod), Ryan Snow, Honoree Corder
“If you want to take your sales to the next level, you have to take your SELF to the next level, and in that order.” So says Hal Elrod, one of the authors of “Miracle Morning.” And it all starts with getting up earlier. Of course, there is more to becoming a stellar sales person than that and the authors cover all of it. This is a creative and transformative sales book for today’s professional salespeople AND entrepreneurs.
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
by Mark Roberge (@MarkRoberge)
Do you think that sales is a right brained activity? You’re in for a surprise if you do. Mark Roberge, an MIT grad and Chief Revenue Officer for HubSpot will open your eyes and your mind to the transformative power that data and a solid process can add to your sales generation efforts. He provides a formula for everything from hiring sales people, to managing them, motivating them and developing sales leadership. An ideal read for the analytical business owner.
by Steve Lishansky (@slishansky)
Anyone who has seen or read “Death of a Salesman” or “Glengarry Glen Ross” might have the impression that the job of a sales person is to push, persuade and convince a reluctant prospect to buy something they don’t want or need. Get over that! These days sales is a relationship business. “The Ultimate Sales Revolution” shows you how to how to become an indispensable partner in your client’s success. You’ll discover the three sources of miscommunication and shift your thinking from yourself and your goals to those of your customer.
by Ari Galper
If you don’t like selling or always feel like you’re trying to push someone into buying something you think they don’t want or need. This is a book worth reading.
Galper shows you how to use your personal strengths and be yourself in the sales process so that it literally becomes enjoyable!
Predictable Corporate Sales: Demystify, Take Control, and Consistently Win Corporate Sales without Cold-Calling, Referrals, or Losing Your Mind
by Duane Glader
If you’ve set a goal to sell to larger enterprise organizations and aren’t sure where to begin, or if you’ve been spinning your wheels inside the maze of corporations unable to identify the decision maker or get them to sit down to a meeting, this is the book for you. Duane Glader has more than forty years of experience selling to corporations and he shares all of his hard earned lessons here.
by Jill Konrath (@JillKonrath)
This latest book from Jill Konrath digs deeper into what goes into developing a successful salesperson; beyond selling skills, organizational skills and being able to get that meeting with a crazy-busy business owner. After some reflection, Konrath realized that there is a hidden skill that may overshadow the rest — the ability to learn quickly and synthesize new information and figure out what’s going on quickly. This book is ideal for new salespeople who haven’t quite figured out how to succeed, experienced salespeople who have a new position in a new company and/or a new industry and entrepreneurs who find themselves having a difficult time getting new customers.
Ask: The Counterintuitive Online Formula to Discover Exactly What Your Customers Want to Buy…Create a Mass of Raving Fans…and Take Any Business to the Next Level
by Ryan Levesque
Author Ryan Levesque is best known for his survey-based sales funnel system. His philosophy is that you should never have to guess what people want. You should know exactly what they want. Not what they think they want, but what they are hungry for. “Ask” is a detailed look at Leveque’s process. You’ll get both Levesque’s personal story as well as a detailed methodology for putting this same process to work in your business.
by Anne MacKeigan
Do you have a hard time keeping the customers you’ve worked so hard to gain? Take a look at your customer service process. Satisfied customers are loyal and loyal customers are profitable. “Customer Service The Sandler Way” takes a systematic look at your customer service process and provides 48 easy to follow rules and ideas to engage your customer service team and deliver happy return customers.
If you’ve been avoiding the sales conversation because you think sales is a slimy business and you don’t want to force anyone into buying anything, this list of some of the best sales books will have you loving sales and looking forward to your next opportunity to build profitable relationships.
For an earlier list see the Small Business Trends Top 10 Books About Sales for more sales resources especially helpful in small business.
Book Image via Shutterstock