What’s the Primary Purpose of Sales Books?

The top entrepreneurial people in the world such as Elon Musk, Bill Gates, Mark Zuckerberg and so on are known to be avid readers. One of the topics that is mostly ready by these influential people are sales books.

List of Best Sales Books

  1. Think and Grow Rich by Napoleon Hill
  2. Money – Master the Game by Tony Robbins
  3. Mindset: The New Psychology of Success by Carol S. Dweck
  4. Never Split the Difference by Chris Voss
  5. The Psychology of Persuasion, Revised Edition by Robert B. Cialdini
  6. To Sell is Human by Daniel H. Pink
  7. Pitch Anything by Oren Klaff
  8. The Challenger Sale by Matthew Dixon
  9. New Sales. Simplified by Mike Weinberg
  10. Little Red Book of Selling by Jeffrey Gitomer
  11. The Ultimate Sales Machine by Chet Holmes
  12. Spin Selling by Neil Rackham
  13. How to Win Friends and Influence People by Dale Carnegie
  14. Words that Sell by Richard Bayan
  15. The Art of War by Sun Tzu
  16. The Psychology of Selling by Brian Tracy
  17. Extreme Ownership by Jocko Willink & Leif Babin
  18. Predictable Revenue: Turn Your Business Into a Sales Machine
  19. Everybody Lies by Seth Stephens-Davidowitz
  20. The Sales Acceleration Formula by Mark Roberge
  21. The Only Sales Guide You’ll Ever Need by Anthony Iannarino
  22. The New Strategic Selling by Robert B. Miller
  23. Cracking the Sales Management Code by Jason Jordan
  24. 21.5 Unbreakable Laws of Selling by Jeffery Gitomer’s
  25. Agile Selling by Jill Konrath

The primary purpose of sales books is to provide relevant, useful and actionable strategies that can be deployed in today’s competitive market to achieve the best desired sales goals by anyone looking to influence people and increase their sales.

Best Sales Books – Comparison Table

IMAGESALES BOOKFEATURES
  • Author: Napoleon Hill
  • Paperback: 386 Pages
  • Price: $$
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  • Author: Tony Robbins
  • Paperback: 688 Pages
  • Price: $$
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  • Author: Carol S. Dweck
  • Paperback: 320 Pages
  • Price: $$
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  • Author: Chris Voss, Tahl Raz
  • Hardcover: 288 Pages
  • Price: $$
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  • Author: Robert B. Cialdini
  • Published: 1983
  • Price: $$
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  • Author: Daniel H. Pink
  • Paperback: 272 Pages
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  • Author: Oren Klaff
  • Hardcover: 240 Pages
  • Price: $$
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  • Author: Matthew Dixon, Brent Adamson
  • Hardcover: 240 Pages
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  • Author: Mike Weinberg
  • Paperback: 240 Pages
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  • Author: Jeffrey Gitomer
  • Hardcover: 220 Pages
  • Price: $$
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It’s no secret that sales is one of the key aspects that could make or break a business and we hereby provide you with the best books to boost your sales and increase your profit margins in 2020 with this carefully curated list.

Best Sales Books in 2020

1. Think and Grow Rich by Napoleon Hill

First published in 1937, this book by Napoleon Hill covers the Philosophy of Achievement. The author, a journalist at the time, had set out to interview quite a number of successful people and some of the richest men in the likes of Andrew Carnegie, Thomas Edison, Alexander Graham Bell, William Wrigley Jr, Henry Ford, etc and from those interviews, he managed to curate a list of principles to follow if you’re looking to gain wealth and not just in the form of monetary value but also anything to do with life.

Pros

One of the best sales books, this book is universal and the lessons can be applied on any aspect of life you’re planning to improve

It is well known to be a highly motivational book that would encourage you to go out there, take action and control of your life

Cons

There are several versions of this book which might confuse a buyer. Make sure you get the right version of the copy for your needs

2. Money – Master the Game by Tony Robbins

Written by a motivational life coach who has inspired over 50 million people across 100 countries, this book covers 7 simple steps to financial freedom. It is suitable for people across all income brackets. The useful information in the book is the end product of extensive research by Tony Robbins which he did through having one on one interviews with some of the most influential and successful financial experts such as Warren Buffet, Carl Icahn, Steve Forbes and so on.

The book contains over 600 pages but you can rest assured that every page you read is worth the money and the time. You can expect to achieve clarity on the next steps to take about your finances to master the game.

Pros

The language used is clear and easy to understand

Information provided is unbiased

It’s eye opening and you can quickly notice the little things in your finances that are costing you money and how to fix them

Cons

The book may contain some fluff which could be frustrating for people who want information that gets straight to the point

3. Mindset: The New Psychology of Success by Carol S. Dweck

In this book, world-renowned Stanford University psychologist Carol S. Dweck, Ph.D. talks about the importance and effects of your mindset when it comes to success be it in school, parenting, business marketing or any other aspect of your life.

She talks about the difference between a fixed and growth mindset. A fixed mindset is one that believes that abilities are fixed and cannot be improved, whereas a growth mindset is one that believes that abilities can grow and improve. It provides knowledge on how you can learn to have a growth mindset that would grant you your maximum potential all while inspiring your loved ones to do the same.

It has also been praised by some of the most influential people such as Guy Kawasaki and Robert J. Stengberg.

Pros

It goes in depth to explain the importance of having the right mindset in order to succeed

Suitable for people from all walks of life

Inspires one to make the right choices to improve their mindset

Cons

Some people may find the book to be too repetitive due to the constant comparison between the growth and fixed mindset in every chapter.

4. Never Split the Difference by Chris Voss

When it comes to sales, negotiation is one of the most critical factors that could either increase or decrease your profit margin. A good salesperson needs to know the effective principles and strategies to execute depending on each buyer in order to make a good sale.

In this book, a world-renowned hostage negotiator for the FBI and later an award-winning teacher in some of the world’s most prestigious business schools, Chris Voss takes you through the importance of emotional intelligence, intuition, and strategies to implement to win at negotiations regardless of what it is you’re negotiating for.

The lessons from this book can be applied in various aspects of life whether you’re negotiating for a salary raise, rent, business deal, or with your significant other. You can never go wrong with acquiring this book.

Pros

A life-changing book that can help you save a lot of money due to the valuable lessons it contains

The lessons and strategies in the book can be applied to any areas of your life

Cons

Some of the copies may contain careless printing such as missing pages or duplicated ones. If this is the case for your copy, just return it and ask for an exchange

5. The Psychology of Persuasion, Revised Edition by Robert B. Cialdini

A national and international best seller with more than 4 million copies sold, this book explains the psychology of influence and is backed by 35 years of evidence based scientific research done by Robert Cialdini himself.

It covers 6 universal principles of influence (Reciprocation, Commitment & Consistency, Social Proof, Liking, Authority and Scarcity) in depth and how to apply these principles ethically as well as how to protect yourself from dishonest and fraudulent influence attempts.

This book is suitable for people from all walks of life looking to improve their lives and to find the driving force for their success.

Pros

Sales have been proven to improve for people who read this book and applied the principles

The knowledge in this book can protect you from scams and false marketing

Cons

May be too detailed for people who want to get straight to the point and aren’t interested in the details

6. To Sell is Human by Daniel H. Pink

From the best selling author of Drive and A Whole New Mind, To Sell is Human dives into social science to explain the psychology of sales and how everyone is a salesperson in one way or another regardless of professional career. A mother is a salesperson to her children as is a husband or wife to their spouse and so on and so forth. Once you subscribe to the ideas and the precious information clearly written in this playbook, you’re well on your way to fully understand the how the human brain works and how to influence them.

One of the best books on sales, this perceptive and practical book, Pink explains the six successor to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more.

After reading this book, you’re guaranteed to have a completely different view of the world, clarity in how to go about effective selling and a transformed way of how you interact with the people in your life.

Pros

Contains in depth knowledge on human psychology relating to sales

Cons

Might be too repetitive and detailed for people who prefer straight to the point information

7. Pitch Anything by Oren Klaff

This radical book explains how the human brain works and how it perceives the message it receives and offers valuable insights on how to pitch anything regardless of your career field.

Oren Klaff mentions the following 6 steps in his pitching technique, STRONG that he has been using over 13 years which made him successfully raise more than $400 million and explains each step in detail:

i)  Set the frame

ii) Tell the story

iii) Reveal the intrigue

iv) Offer the prize

v) Nail the hook point

vi) Get the deal

One of the best business books of all time, read this book if you’re looking to completely transform your pitching process and land deals after deals without wasting time or losing potential clients.

Pros

Contains outstanding life changing material

Proven to work

Language used is easy to understand

Cons

Applying the strategies learned in the book may be difficult at first but the rewards exceed the efforts as long as you keep applying what you learned

8. The Challenger Sale by Matthew Dixon

After exhaustive research conducted by Matthew Dixon and his colleagues, they discovered the unique attribute that sets the high achieving sales rep apart from sales reps with average sales and that is the capability of challenging ones clients.

This technique is most suitable for large scale business to business solutions as it involves a better way to sell to buyers as opposed to the traditional ways of pointing out the facts and features of the products or services being offered. Instead, the challenger sale approaches customers with unique insights about the products regarding how the clients can save or make more money should they choose to make a purchase.

The challenger sales rep is assertive and not afraid to push back and take control over the sale when necessary especially if the customer seems misinformed about the product or its benefits.

Pros

It offers eye opening information about the modern process of sales that is more effective

Well researched topic with proven results

Cons

The book may arrive damaged or with printing errors however, that is a rare occurrence and you can easily send it back for replacement

9. New Sales. Simplified by Mike Weinberg

As the title suggests, this book is about bringing in a constant flow of new clients to your company while still getting repeat sales from your current buyeres. Mike Weinberg goes into detail about each step of the sales process which all ultimately leads to build trust between you and your clients.

With this book, you will learn how to: recognize a strategic list of genuine prospects; create a persuasive, customer-focused “sales story;” face-to-face with more prospects; use email, voicemail, and social media to your advantage; build a relationship; plan and arrange a successful sales call; stop presenting and engage in dialog with buyers all while making time for other business development activities.

Pros

Each step is well detailed with useful insights

When appropriately applied, the strategies mentioned in the book have been proven to work

Cons

The book may arrive damaged or with printing errors however, that is a rare occurrence and you can easily send it back for replacement

10. Little Red Book of Selling by Jeffrey Gitomer

In Little Red Book of Selling, Gitomer explains how it is important for salespeople to find out why people buy as opposed to how to sell which is what most salespeople are focused on.

Once you find out why people buy, you get to approach them with the features about your products that would compel them to buy. An important quote in his book, ‘People don’t like to be sold, but they love to buy’

Containing about 12.5 Principles of Sales Greatness, as written on the cover, the language used by the author is enthusiastic, simplistic and straight to the point. This book is suitable for sales people who aren’t avid readers but are looking for straight to the point useful information that would help them revolutionize their sales process.

One of the best sales books in selling that is direct, to the point and containing valuable information, Little Red Book of Selling, should definitely be up there in your reading list. Read this book if you’re ready to revolutionize your sales processes and result.

Pros

The information in the book is simple and straight to the point

Informative book containing techniques and strategies that have proven to work well

Cons

An experienced and successful salesperson may find the book to be useless to him/her. It’s mostly suitable for beginners and intermediates in the sales field

11. The Ultimate Sales Machine by Chet Holmes

If you’re looking to outperform your competition as well as yourself, The Ultimate Sales Machine offers 12 key strategies that you need to zero in while maximizing your capacity without much effort and monetary cost.

One of the best books of all time, the 12 key strategies cover virtually every aspect of your business that is going to require your utmost focus and attention to ensure the success you’re looking for.  Read this book if you’re looking dramatically alter your sales process and religiously follow the strategies provided to get to your desired sales goals.

Pros

Contains exceptional knowledge proven to be yield successful result provided you follow the strategies accordingly

Covers all important aspects to focus on to ensure overall business success

Cons

Some people may find the author talking about himself too much to be distasteful

12.   Spin Selling by Neil Rackham

Suitable for anyone involved in selling or managing a sales team, Spin Selling was written by Neil Rackham, former president and founder of Huthwaite Corporation, an international organization dedicated to permanently change companies’ sales development and negotiation behavior by taking them through rigorous training and coaching which are known to always bear fruitful results.

After 12 years of research along with $1 million invested in the research, the revolutionary SPIN selling strategy was born. In Spin Selling, SPIN stands for Situation, Problem, Implication, Need payoff which have been discussed in detail in the book. This is one of the best sales books on strategic selling.

Pros

Neil Rackham guarantees dramatic increase in sales volume is guaranteed provided you apply the strategies provided in the book accordingly

It is easy to understand and each strategy mentioned is actionable

Cons

You might find the book to be a little bit outdated since it was published about 30 years ago, but the strategies mentioned are still applicable today as long as you know how to tweak them

13. How to Win Friends and Influence People by Dale Carnegie

With more than 15 million copies sold, in this groundbreaking and best seller of all time book, Dale Carnegie provides you with six ways to make people like you, twelve ways to win people to your way of thinking, nine ways to change people without making them resent you and much more that will allow you to reach your maximum potential.

It has been proven to change lives for the better. With the skills you learn from this book, you can rest assured that success in every aspect of your life will be much easier to achieve once you apply the strategies learned.

Pros

Improves leadership skills as well as ones likeability

Detailed with proven techniques

Cons

There is a possibility you could receive a miniature copy of the book once you order it due to error from their side but you can just return it for an exchange or demand a refund if that happens which is rare

14. Words that Sell by Richard Bayan

This latest edition of the book is packed with more than 75 lists of powerful words and phrases not to mention  21 new lists. It offers a crash course in copywriting techniques, lists of confusing and often misspelled words, categories to jump-start creative thinking. It is mostly suitable for busy professionals who need to win over customers by mail, online or in person.

Packed with the perfect phrases and words, ‘Words That Sell’ is a must have book for those who need to appeal, impress and seal deals to win buyers.

 

Pros

Can be used as a referencing guide

It is the best for business owners as it provides descriptive words of products and services.

Cons

Contains repetitive words

15. The Art of War by Sun Tzu

Though written in the 6th Century B.C. to describe the logistics of warfare, this book contains valuable information on how to tackle tasks on almost all other endeavors of life.

At face value, one would think that it’s just about winning the war, but once you read between the lines, you find that it teaches you how to navigate an honorable life.

With the potential to change your life for the better in almost every aspect, you should definitely consider reading this ancient piece of art.

Pros

Relevant to almost every part of one’s life

Contains valuable information and offers a glimpse on the difference of war strategies between ancient times and current times

Cons

You might receive a summarized version of the book by mistake which is a rare case but if that happens, just send it back for a replacement of the real complete copy

16. The Psychology of Selling by Brian Tracy

In today’s fast moving world, we rarely have the time to actually commit to one thing long term in order to achieve another. Reading up and sales detailed sales strategies may take up most of your time, which could leave you anxious about whether it would really be worth it or not.

In this book, Brian Tracy discloses each strategy, ideas and techniques that can be effortlessly executed allowing you to increase your sales in less time compared to other strategies.

If you’re looking to double, triple or even quadruple your sales, The Psychology of Selling should be on one of the top priority books in your reading list.

Pros

Read this book if you’re looking for straight to the point strategies that can be easily executed and results to the achievement of your desired sales goals

It is a time saving book

Cons

Experienced sales people may find the information on The Psychology of Selling to be it too common therefore, it would be most suitable for beginners

17. Extreme Ownership by Jocko Willink & Leif Babin

Based on leadership skills and warfare tactics, this book was written after the writers’, two U.S Navy Seals led an almost impossible mission of securing the city of Ramadi in Iraq.

If you’re looking for a fun read that also contains valuable leadership knowledge applied during war, this book is going to be an interesting addition to your collection. The knowledge you acquire from this book can applied on any aspect of your life even sales leadership.

Jocko and Leif now run  Echelon Front, a company that is involved in coaching and teaching these same leadership principles to companies and businesses.

Pros

Contains interesting war stories

Contains valuable leadership tactics that are relevant in other endeavors

Cons

Might not be suitable for people who don’t want to know anything about wars

18. Predictable Revenue: Turn Your Business Into a Sales Machine

Based on how Aaron Ross created a revolutionary sales strategy, Cold Calling 2.0 during his time at  Salesforce.com managed to increase the company’s revenue by $100 million.

This informative book covers things such as:

  • How an outbound sales process (“Cold Calling 2.0”), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
  • The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.
  • How outbound sales and selling can be friendly, helpful and enjoyable.
  • How to develop self-managing sales teams, turning your employees into mini-CEOs and much more
Pros

Contains outstanding content that covers lead generation and sales process topics that would be extremely useful to any sales person

Proven principles of successful lead generation without cold calling

Cons

Although the information it contains is useful, sales expertise may find it to be common knowledge for them

19. Everybody Lies by Seth Stephens-Davidowitz

In this book, Seth describes the extent to which Big Data affects us in our everyday lives while revealing biases deeply embedded within us.

It dives deep into the human psyche and explains why we do the things we do and offers thought-provoking solutions on how we can combat our biases.

The writer covers topics such as: What percentage of white voters didn’t vote for Barack Obama because he’s black? Does where you go to school affect how successful you are in life? Do parents secretly favor boy children over girls? Do violent films affect the crime rate? Can you beat the stock market? How regularly do we lie about our sex lives and who’s more self-conscious about sex, men or women?

Pros

It’s a fun and informative read into human nature and behavior

Can be quite insightful

Cons

May be too political and some may argue that it contains confirmation bias

20. The Sales Acceleration Formula by Mark Roberge

Included in this sales acceleration formula are the most crucial resources one would need to reach their sales goals. Using data, technology and inbound selling to go from $0 to $100 million is exactly what this book is about.

In his book, Mark outlines his approach and provides an action plan that would allow others to replicate his success including the following key principles:

  • Hire the same successful salesperson every time — The Sales Hiring Formula
  • Train every salesperson in the same manner — The Sales Training Formula
  • Hold salespeople accountable to the same sales process — The Sales Management Formula
  • Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
  • Leverage technology to enable better buying for customers and faster selling for salespeople
Pros

Groundbreaking sales book with actionable advice in every chapter

Interesting, clear and informative

Cons

Sales expertise may already be aware of the strategies mentioned in the book, therefore, the book is likely to be more suitable to novices in the industry

21. The Only Sales Guide You’ll Ever Need by Anthony Iannarino

In this book, Anthony Iannarino explains the answer to ‘Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?’ His answer is simple, and that is, ‘It’s not about the market, the product or the competition, rather, it’s about the seller’

It all starts and ends with the seller. Experience and knowledge gathered by Anthony on his 25 years of sales experience have been boiled down to the following skill-set actions:

  • Self-discipline: How to keep your commitments to yourself and others.
  • Accountability: How to own the outcomes you sell.
  • Competitiveness: How to embrace competition rather than fear it
  • Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
  • Storytelling: How to create deeper relationships by presenting a story in which the customer is the hero and you’re their guide.
  • Diagnosing: How to look below the surface to figure out someone else’s real challenges and needs.
Pros

As the title suggests, it really is the only sales guide book you would need in 2020 if you’re looking to just read one sales book while actually getting something useful out of it

The fundamentals mentioned will always be relevant and never go out of style

Cons

The pages of the book you receive may blurry which is a rare occurrence but you can easily get it replaced

22. The New Strategic Selling by Robert B. Miller

In this book, Robert talks about the Win-Win strategy in the selling process and the 6 key elements you need to get to a Win-Win deal with your buyers or prospects.

The fundamental elements talk about buying influence, red flags/leverage from strength, the 4 response modes, Win-Results, focusing on your ideal customer, and the sales funnel.

Read this book if you are in the B2B industry. It is one of the best sales books that your company and sales team is going to benefit from.

Pros

Even though it was first  published in 1985, the information it contains is timeless and still relevant in today’s market

Contains useful strategies that have proven to be highly effective

Cons

Even though the strategies mentioned are still relevant to this day, the examples shared aren’t therefore, you might need to skip over some of the examples in the book

23. Cracking the Sales Management Code by Jason Jordan

If you’re looking to effectively manage your sales team, this book should be on your priority list. Sales managers and executives who want greater control over their sales team and their companies sales processes should read this book.

There are 5 fundamental sales processes mentioned in the book all while providing sufficient advice on how to choose the best sales processes that would equip you reaching your desired sales goal.

Pros

Suitable for sales executives and managers

Very detailed with extremely useful information

Cons

Might not be suitable for people who are a bit impatient and like to get their information straight to the point

24.   21.5 Unbreakable Laws of Selling by Jeffery Gitomer’s

While heading into the business world equipped with a carefully curated list of 21.5 universal, unbreakable laws of selling, I can guarantee you that you’ve already done more than half of the work needed to reach and exceed your sales goals. The only thing left for you is to properly execute what you learn from this highly informative book. It is one of the best books on selling, hands down.

Here are a few of the laws in this strategic selling book by Jeffrey Gitomer

  •  Deliver Value First
  •  Ask Before Telling
  •  Communicate in Terms of Them
  •  Become Your Own Brand
  • Earn Referrals and Testimonials without Asking
  • Create Loyal Customers.

One of the best sales books of all time, your sales development process would be a walk a in the park.

Pros

Very helpful and to the point advice

If followed thoroughly, it has been proven to provide the best results possible

Cons

You might find the information to be a bit redundant if you’ve read Jeffrey’s other books that may also contain some snippets of what this book contains

25.   Agile Selling by Jill Konrath

In today’s fast paced sales world, it is extremely important to stay agile and keep abreast with every single change that occurs. This playbook is surely one of the best books of all time if agility and quick reactions to the slightest market change is what you’re looking for. Written by Jill Konrath, a sales strategist and speaker whose clients are giants such as IBM, Microsoft, Accenture, Staples and Hilton, you can rest assured you’re getting coaching from the best of the best.

In Agile Selling, Jill Konrath teaches us the ability to quickly learn new information and promptly leverage it for maximum impact. After reading this book, you’ll be going out into the sales world armed with a rapid-learning plan, provocative insights, and practical sales strategies that would catapult you to a prosperous sales career.

Pros

Contains excellent and effective advice to keep you agile in today’s unforgiving competitive market

Suitable for sales people, executives as well as business owners

Cons

Might be too detailed for people who prefer getting information in bullet form and are not avid readers

 FAQs

Best Sales Books

What is the Best Sales Book of All Time?

In as much as I try, there is no way I could do justice to this question by providing one simple answer. The best sales book of all time vary from one person to another based on the sales goals they are looking to achieve. The curated list above consists of the best sales books that offer varying sales information. Whichever goal you’re looking to achieve, there is the best book for it in this list.

How Do you Increase Sales with the Sales Books?

To ensure you actually increase your sales after reading these sales books, it is advised to ensure that you’ve read and understood every strategy and its outcome as stated. Executing the strategies learned is also a very crucial step in getting the sales goals you desire.

Is it important to Read Sales Books?

If you’re looking to be the best of the best in your field, it is extremely important to arm yourself with the best knowledge and skill set and you can only do that from learning. Sales books are written by professionals who have a wide set of experience and useful information along with relevant examples to learn from.

Conclusion

Once you equip yourself with a couple of these best sales books we’ve mentioned above and effectively execute the strategies you learn from them, success in your career is going to be inevitable.