Whether you’re beginning your sales career or you’re a deal-closing veteran, you’re probably seeking opportunities to refine your skills in the art of selling. Continued education is important for career advancement in any field, but for sales professionals in the digital age—it’s absolutely critical.
“Customers’ preferences, buying habits, and transaction channels are constantly changing while their attention spans are shrinking. To meet them where they’re at, you need to understand exactly how to capture attention and make memorable connections with your customers quickly in order to land sales.” Says Abby Prince, ProSearch Director.
But what few new sales representatives realize is that improving their sales numbers in today’s fast-paced environment hinges on mastering the fundamentals of sales psychology and personal habits that transform an average sales representative into a top performer.
Here are five books we think every sales representative should read right now to level up in their career.
To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
To Sell Is Human by Daniel H. Pink remains one of the most popular sales books of this century. Currently on Amazon’s Editors’ Picks for Best Non-Fiction and a New York Times #1 Business Bestseller, To Sell Is Human teaches sales professionals how selling is a part of everyday life, as explained by the psychology of motivation. This book offers simple, practical insights for anyone starting out in sales and provides a well-rounded approach to fostering customer optimism throughout the sales process.
Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
While not focused explicitly on sales, Atomic Habits by James Clear is a must-read for sales representatives looking to build better habits for professional performance and realize their potential at work and beyond. In this #1 international bestseller, Clear analyzes the building blocks of good habits—and those of undesirable ones—and provides a clear-cut strategy for reaching your goals through becoming “one percent better” each day.
Talking to Strangers: What We Should Know About the People We Don’t Know by Malcolm Gladwell
Malcolm Gladwell’s Talking to Strangers gets straight to the point of addressing the sales world’s biggest challenge: talking to people we know nothing about. This Amazon #1 Bestseller in Communications Reference analyzes where people have collectively gone wrong in the process of communicating with strangers and offers actionable advice for better understanding people we don’t know. For any sales representative, this book is a game-changer.
SPIN Selling by Neil Rackham
SPIN Selling has enjoyed a place on salespeople’s shelves for a few decades now—and for good reason. This Neil Rackham bestseller outlines the principles of successful selling through his SPIN strategy: Situation, Problem, Implication, and Need-payoff. Designed for large-consumer sales, SPIN Selling analyzes the downside of implementing traditional sales methods in large-scale sales scenarios and offers hard research-based tips for maximizing sales profits.
Emotional Intelligence for Sales Success by Colleen Stanley
Every sales representative needs to understand the fundamental importance of emotional intelligence. Numbers and graphs aren’t everything, as Colleen Stanley demonstrates in Emotional Intelligence for Sales Success. At its core, sales is all about communicating with people just like you—which means your level of emotional intelligence will make or break your next sales opportunity. Emotional Intelligence provides a research-based strategy for dealing with even the most skeptical prospects through every stage of the sales process.
Looking for a Place Your Sales Skills Can Shine?
If you’re looking to further your career in sales, reach out to the experts at CSS ProSearch! Contact our team today to accelerate your job search and find the right company for your unique skills and professional goals.
CSS ProSearch is a sales recruiting firm that places top sales and marketing talent for growing businesses in the healthcare, technology, and consulting verticals.
Our sales recruiters take a consultative approach to recruiting, acting as a true partner in the success of both our clients and our talent. With over 50 years of combined experience, our team combines best-in-class recruiting practices, technology, research, and innovative approaches to deliver exceptional service with every engagement. Learn more here.