3 Sales Books to Add to Your To-Read List

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3 Sales Books to Add to Your To-Read List by InsideView

A major part of growing as a sales professional is staying educated. The great news about the immediate publishing revolution is that we have unprecedented access to educational content, and the world of sales is definitely included. But just like the world of blogs and online content, navigating the world of useful sales books and publications can be confusing. In this post we'll take a look at three of the most popular sales books and how they'll help you sharpen your sales skills.
To-Sell-is-Human-CoverTo Sell is Human: The Surprising Truth About Moving Others

Daniel Pink's new book is making waves throughout the sales community. The core message of the book that everyone sells. Pink cites the Bureau of Labor and Statistics report that states that over 15 million workers nationwide sell for a living on some level. The big idea, according to Pink, is that like it or not we're all in sales to some degree. We have to move or persuade people to buy a product, sign up for a newsletter or make some sort of decision to help our various causes and organizations. Pink takes you through both the dual art and science of persuading, and seems to do it effortlessly.
Influence: The Psychology of PersuasionInfluence_The_Psychology_of_Persuasion

This sales classic by world-renowned marketing guru, Robert Cialdini gives the reader a deeper insight into the daily realities of persuasion. The entire premise of the book is based on this idea that we all make decisions and that there are any number of things that do and don't influence us to make decisions. The book guides the reader through the various weapons of influence, as well as disciplines, like reciprocity, commitment, consistency and authority that go a long way to move prospects through our respective conversion funnels.
imagesThe Challenger Sale: Taking Control of the Customer Conversation

Finally, there's The Challenger Sale, an insightful read by sales experts Matt Dixon and Brent Adamson takes you out of the world of the theoretical into the universe of the intensely practical. The book aims to prove that the majority of behavioral data put forth by B2B researchers is inherently false, or at the very least loaded with inaccuracies and inconsistencies. It calls into question many deeply-held beliefs about the lucrative success of relationship selling. At the core of the book is this idea that the challenger sale concept is easy to grasp but a little more complex to carry out in the real world.