Top 10 Sales Books

Here is my list of the best resources for success in sales. Every book on this list has an actual track record of being used by sales professionals to increase sales, build customer loyalty, and boost personal income.

1. Selling 101: What Every Successful Sales Professional Needs to Know by Zig Ziglar.  This is the best introduction to sales for those newer to the sales profession. America’s Top Salesman Zig Ziglar (1926-2012) walks the reader through the sales process and gives practical tips on how to find prospects, how to overcome “call reluctance,” how to pose the right questions, and how to ask for the order. At 112 pages (hardcover version), this is an easy to read book that you will want to keep handy so you can return to it again and again.  

2. How to Master the Art of Selling by Tom Hopkins.  Tom Hopkins is a gifted 'how-to' teacher on the mechanics of sales. If you want to master the sales process, you need this book.

3. The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible by Brian Tracy.  Informative, educational and motivating. Tracy teaches techniques, strategies and methods to immediately boost your sales.

4. SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath.  Written from the perspective of how a customer makes buying decisions, Konrath outlines simple strategies you can use to get your crazy-busy prospect to pause and pay attention to you.

5. The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy. Yes, Brian Tracy appears twice on this list. In this book, Tracy lays out his formula for building the value of your product, lowering perceived risk, answering objections, and concluding the sales conversation naturally.

6. SPIN Selling by Neil Rackham.  Rackham's strategy is based on an analysis of more than 35,000 sales calls. The "SPIN" is Situation, Problem, Implication, and Need-Payout. If you are serious about racking up big-ticket sales, this is the book you need.

7. Influence: The Psychology of Persuasion by Robert B. Cialdini.   This book explains the psychology of why people say "yes" - and how you can use this information to persuade others.

8. The Ultimate Sales Machine by Chet Holmes.  Chet Holmes is a master of zeroing in on the key skill areas that will make the biggest difference in sales.

9. Customers for Life: How to Turn That One-Time Buyer Into a Lifetime Customer by Paul B. Brown.  Proven methods of raising the level of customer service in a business so customers return again and again.  This book is a revised and updated version of the original bestseller.

10. How to Sell Anything to Anybody by Joe Girard.   Girard is recognized by Guinness World Records as the world's greatest salesman, after selling more than 13,000 cars over a 12-year period. Girard knows a few things about how to succeed at selling.

That's my list, what sales books would you add?