Are you stuck indoors and in need of finding a good book to read as an aspiring salesman? This article will examine some of the newly released, top sales-oriented books so far in 2020.
As you may know, we live in a new digital world that can change the way we market to potential clients, as well as sell to warm and cold leads. Due to this fast-changing environment, there are many new books that are released to satisfy readers. The books that are presented in this article are all applicable to satisfy the avid salesman.
Below are the top 3 sales books that 2020 has to offer. Starting with the most reviewed to the least.
2020 Top Sales Book #1
The Catalyst: How to Change Anyone’s Mind
About the author
International bestselling author Jonah Berger is a Marketing Professor at the University of Pennsylvania. With over a million copies sold of his 3 books, he’s recognized as a renowned expert of human behaviour. He wrote Contagious: Why things catch on, revealing the science of why certain products, services, and ideas become widespread in society. Invisible Influence: The hidden forces that shape behaviour, explaining the fundamental aspects of human motivation. And finally, The catalyst: How to change anyone’s mind, which goes into depth about the process of changing people’s decisions. He’s worked with many fortune 500 companies such as Google, Apple, Nike, and Facebook in order to get their products and services to catch on.
In his most recent book, The catalyst: How to change anyone’s mind, Berger uses an analogy that encompasses the main idea. “If you’re stepping on the gas pedal and making no forward movement, check the parking brake”. He says that there are 5 major roadblocks that you must reduce or eliminate. Reactance, Endowment, Distance, Uncertainty, and Corroboration.
The first chapter shares a story about an executive that works for a medical device company. She was having issues in getting senior salespeople to mentor their junior level salespeople. The executive was using traditional methods of motivation such as “pushing” which rarely works. Berger suggests a different practice, instead of pushing others toward our desired outcomes, it’s better to remove the obstacles that are preventing them from seeing it from our own perspective. In this example, the senior salespeople were more interested in closing deals rather than training new salespeople. And the executive would send email after email and have meetings after meetings having no luck. Essentially the problem is that people don’t like being told what to do, they prefer to think that it’s their own decision. Being left with no other option, the executive asks one of the senior salespeople, where did they learn to become exceptional salespeople and he replied by learning from their old manager when they worked together. The senior salesperson thought for a moment and then realized that there’s no way that their team will become better salespeople if they don’t learn from himself. Now that the sales manager knows he’ll get a higher ROI for training he has now decided it’s a good idea to do so.
If any salespeople have consistently fallen short or you’re a sales manager and you see your team in need of guidance. This book can help you get out of any slump. It delivers pragmatic tips in changing people’s decisions which can lead to extraordinary results in your relationships, business, and your own life.
2020 Top Sales Book #2
Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal
About the author
Jeb Blount, the self-proclaimed “hardest working man in sales”, is an international best selling author with eleven books written. Some of his most notable books include Fanatical Prospecting, Objections, and Sales EQ. In addition to the books he has written, he also provides training and consulting through an organization called Sales Gravy. Jeb likes to take a no-nonsense approach to sales training and does not hold back when it comes to providing you with the cold hard truth about mastering sales.
In Inked: the ultimate guide to powerful closing and negotiation tactics that unlock yes and seal the deal, Jeb will teach you a few new ideologies for your mind to better understand sales. Such ideologies will include Powerful negotiation psychology and Influence frameworks that keep you in control of the conversation, and how to leverage the powerful MLP strategy to bend win probability in your favour. Jeb has a signature style of comparing you to the buyer when negotiating in a tactical manner. For example, you will better understand, by reading this book, why “win-win” usually means “you-lose”. By reading this book, you will empower yourself with the confidence to properly take control of the negotiation when dealt with unsure buyers.
Also check out Fanatical Prospecting by Jeb Blount – Cliff notes on Fanatical Prospecting if you’re curious.
2020 Top Sales Book #3
The Ultimate Sales Training Success Guide: Transfer Success Skills to People to Learn More So They (and You) Can Earn More
About the author
This book is written by Miranda Martin, an expert sales trainer and winner of the businesswoman of the year. A two-time winner of the Mercedes Benz of Excellence Award, Miranda is not only a massive success in the business world, but she is also a single mother. She has her own agency that has earned over 5 million in sales. With 19 years of experience, she helps train salespeople to earn a six-figure income. If you want to hit your targets, Miranda has the knowledge to help you reach your sales goals.
In this book, Miranda discusses the importance of duplication by passing wisdom down to other team members in your sales force. Miranda gives you her expert training advice as a guide to help get you and your sales team working properly. The symbiotic relationship between sales managers and their team members can help one another earn more. By reading The Ultimate Sales Training Success Guide: Transfer Success Skills to People to Learn More So They (and You) Can Earn More will provide you with an actionable 8-step roadmap for training your sales team. In addition, you will learn ways to help your trainees to increase the retention rate of knowledge, and how to provide real constructive feedback. Essentially, this book will be your tool to pass your sales knowledge down to your team members effectively.
If you are a manager in need of a guide for training other salespeople, this book could be your go-to book for the summer.