Sales is one of the crucial parameters for any business to flourish and there are multiple means that can be adopted to enhance the sales process in your organization.

As we move ahead in 2020, you must be wondering how to win more leads this year and bring in more to revenue to the organization. Well, to make it easier for you, I would like to recommend, “Sales books”.

There are few practices more consistently proven to directly improve your life (and selling abilities) than reading. Reading the right books can lead to higher income and more meaningful careers. In fact, it adds to that extra edge to your thought process to bring in fenace in your work.

Research has observed that reading ensures a refreshed set of thoughts, helps in eradicating depression and generates self-confidence – and this is exactly what you need in your 2020 sales strategy.

Yes, of course! Sales trainings and coaching are of high importance, but do you know what approach makes it ideal for you to train your peers? Books are real source of mentors when it comes to learning and unlearning processes. They’re like having unmatched access to the best personalities of our age and previous eras. Therefore, they act as self-knowledge boosters and can help you define your next sales strategy. But there are so many books out there, which is the best one is the immediate question!

To help you win your leads and achieve glory in your 2020 sales strategy, we have come-up with the must-reads sales books for 2020:

 

To Sell is Human


This is one of the great books, published by Daniel H. Pink. The book covers the most basic but impactful elements in a sales process and how you can ace all these elements through simple exercises. For instance, it talks about the six new pitches – the one-word pitch, the question pitch, the rhyming pitch, the 140-character Twitter pitch, the subject line pitch (which promises useful content or elicits curiosity), or the Pixar pitch (a six-sentence narrative structure supposedly used in all Pixar movies). This book is a great read to understand the modern-day sales, where Saas organizations are at emergence in the market.

Blueprints of a Saas sales organization

 Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build a sales organization that works together across the entire customer relationship.  It builds on the concepts of the SaaS sales method. It also provides detailed information on how to structure teams so that they apply fundamental sales skills during moments that matter. This book allows sales leaders to execute plans that provides information to enhance sales processes in a Saas organization.

Influence – The Psychology of Persuasion

To become a successful sales leader, it is important to understand the psychology of your consumer. When you have a thorough understanding of your buyer, then you know how you should make your sales pitch to win the lead. This book is what exactly it talks about. The book clarifies the psychology of why individuals agree to certain concepts — and how to apply these understandings. It also talks about the 6 universal principles and how we can use them to become a skilled persuader. These principles include – Reciprocation, Commitment & Consistency, Social Proof, Authority, Liking and Scarcity.

Never Split the difference 

This book is a direction thesis to know how to develop your negotiating skills. Chris Voss highlights the hard skills and practical principles that helped him save lives and will help give you an edge in any negotiation. One of the great ideas mentioned in the book is as follows:

Negotiation begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin.

 

Zig Ziglar’s Secrets of Closing the Sale

 Zig Ziglar portrays and gives models for probably the most ideal approach to convince anybody to purchase something from you — the keys are confidence in your item, voice enunciation and questions. The book puts a laser center around the terrifically significant-close, giving several instances of how to close and inquiries to pose to yourself before you go in for the ‘yes’. It also talks about the psychology of the close such as – Refuse, Ownership close, don’t hear everything, Affordable close and Bride Close.

Cracking the Sales Management Code

Sales achievement once relied upon enlisting the best sales reps, building a solid deal methodology and preparing sales reps to be effectively skilled – These stay essential yet three extra factors can matter considerably more: how you oversee and administer salesmen, how you use measurements to go past regular estimation of your efforts, and the techniques you use. This book is gives you a way to better implement your sales methodology and systematic approach of selling. How to read sales data and taking sound actions based on it, is what you’ll get familiar with in this book.

Coaching Salespeople Into Sales Champions:

This book gives a demonstrated instructing structure utilized by the world’s driving sales companies, that can help sales leaders to create sales trainings, helping to reach business objectives. It is a treasure to dig deep into and know what’s working and not working for the best sales organizations. In this book, you’ll discover the following key questions:

  1. why most sales managers are crippled by fear;
  2. how to get salespeople to assume more responsibility; and
  3. how to approach your first coaching conversations

From Impossible to Inevitable:

Although coaching sales reps is important, it is impossible with effective leadership and this book is absolutely a handy solution when it comes to discovering yourself as an effective leader. Aaron and Jason Lemkin have helped companies grow like Salesforce.com and EchoSign achieve record-breaking growth. In their new book, From Impossible to Inevitable, they collaborate to share their systematic approach that has led to their repeated success for growth hacking. Additionally, they show how you can grow your company through developing processes that will consistently drive revenue and increase sales numbers. But they also show the painful truths that entrepreneurs, salespeople, and marketers have been holding onto for too long and are keeping them from reaching their full potential.

Never Eat Alone: 

This book is a cutting-edge classic, which elaborates the art of networking and offers you significant guidance on how you can explore the intensity of good connections and become good with networking attributes to assemble a profession you love. 

Here are 3 lessons you can learn to become a better networker, using this book:

  • Relationships aren’t like cake, they’re like muscles.
  • You must build your network long before you need it.
  • How you spend time with people is much more important than how much time you spend with them.

Emotional Intelligence 2.0 (Keith Ferrazzi and Tahl Raz )

The book explores how Emotional Intelligence (EQ) can be a significant factor of “achievement”. Bradberry and Greaves clarify what’s EQ, how you can decide your EQ levels and utilize it to improve 4 key skills to enhance your EQ abilities. Studies have found that EQ accounts for about 58% of performance in most jobs, and people with high EQ earn more than people with low EQ. Yet, based on the authors’ tests, only 36% of people can identify their own emotions. Why this book is important for your sales methodology is because it helps you learn how you can use your EQ to manage your relationships with your clients and drive the best outcome for your sales efforts.

The 7 habits of highly effective people

The 7 Habits of Highly Effective People by Stephen R. Covey is a personal development book. It is composed of Covey’s conviction that the way we see the world is altogether founded without anyone else’s perception. Therefore, to change a given circumstance, we should change ourselves, and possess the capability to change our observations.

Here the 7 best habits that the book talks about:

  • Be Proactive
  • Begin with the End in Mind
  • Put First Things First
  • Think Win-Win
  • Seek First to Understand, Then to Be Understood
  • Synergize
  • Sharpen the Saw

Here’s how you should go ahead while reading the books:

Impression: Have a determined goal in your mind so that you can implement ideas that you could extract while reading the books.

Association: Sales books are only beneficial when you can connect/relate yourself with the ideas that are talked about within the books. You should read and able to create parallelism with the theories that you already know.

Repetition: Once you’ve finished reading a book, you should be able to create a high-level framework for your reference. This framework should also include your ideologies to better structure your sales methodologies.

Perusing the sales books with an aim like this will ensure you’re not simply flipping pages and will really have something significant for you to craft your own sales framework. While it’s sufficiently simple to discuss what to read. It’s similarly as critical to see how to read.

Sales ideologies differ from organizations to organizations and it is because varied personalities drive sales. Therefore, it is important to inculcate the best practices and develop a personality that can help in creating impact in the sales numbers and help peers to grow as smart sales representatives.

Sales books are not just an astounding view of motivation and personal development, they additionally give us a truly necessary opportunity to revive, reflect, and take a full breath amid our bustling timetables.

It doesn’t matter that whether you are a first timer or an avid reader, but what makes a difference is that with what intention are you reading these books with. 

Here’s a fun fact: Amazon contains 340,737 book titles containing the word “sales” and 48,427 containing the word “selling.” So you see, there is lot you can read from but it is important to know yourself of how you should read it.

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