With no clear end in sight to the present physical distancing efforts, it’s probably a good idea to even out all of the Netflix shows you’re consuming with some good old fashioned reading… and maybe even pick up some new skills while you’re at it! Here’s 10 sales books I recommend you read right now to help you fine-tune your sales skills during these quickly evolving times:

1. HOW TO SELL
BOOKS1YOU SHOULD READ ON
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2. CHANGING THE SALES
CONVERSATIONIn this era of iPads, iPhones, and apps, sales communications may
be growing, but sales conversations are dying–and so are too many
sales. Globalization, the explosion in competition, the slow
economy, and fast-emerging technologies all have changed
buying habits. Salespeople can no longer rely on traditional sales
methodologies. They must change the conversation.

3. INSIGHT SELLINGSelling value to B2B buyers today can feel like trying to stop a
freight train that’s hurtling towards the sales graveyard of
commoditization and discounting. Today, an empowered buyer
has done research, has a clear idea of his or her firm’s needs, and
how much the firm is willing to pay. This type of buyer does not
want a salesperson to talk about features and deliver a series of
open-ended questions that delivers no value. What this buyer
wants is insight.

4. LEAD, SELL, OR
GET OUT OF THE WAYIn today’s sales world there’s no room for followers. But there’s
plenty of room for leaders. Competition is intense, and if you don’t
take a leadership role in producing results for your clients, someone
else will. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a
repeatable process based on the powerful idea that great sellers lead
relationships in the same way that great leaders sell ideas.

5. ?
NEW STRATEGIC
SELLINGThe book that sparked a selling revolution in 1985 one book
changed sales and marketing forever. Rejecting manipulative
tactics and emphasizing “process,” Strategic Selling presented the
idea of selling as a joint venture and introduced the decade’s most
influential concept, Win-Win.

6. THE CHALLENGER SALEWhat’s the secret to sales success? If you’re like most business
leaders, you’d say it’s fundamentally about relationships and you’d
be wrong. The best salespeople don’t just build relationships with
customers. They challenge them.

7. TO SELL IS HUMANTo Sell Is Human offers a fresh look at the art and science of selling.
As he did in Drive and A Whole New Mind, Daniel H. Pink draws on
a rich trove of social science for his counterintuitive insights. He
reveals the new ABCs of moving others (it’s no longer “Always Be
Closing”), explains why extraverts don’t make the best salespeople,
and shows how giving people an “off-ramp” for their actions can
matter more than actually changing their minds.

8. SELL OR BE SOLDIn Sell or Be Sold, Grant Cardone breaks down the techniques and
approaches necessary to master the art of selling in any avenue.
You will learn how to handle rejection, turn around negative
situations, shorten sales cycles, and guarantee yourself greatness.

9. WHAT GREAT
SALESPEOPLE DOThis groundbreaking book offers extraordinary insight into the
greatest mystery in sales: how the very best salespeople
consistently and successfully influence change in others, inspiring
their customers to say yes.

10. PREDICTABLE REVENUEWhen it comes to understanding Outbound Sales, Predictable
Revenue is your bible on building an outbound team that doesn’t
revolve around cold calling. Written by Aaron Ross who built the
outbound team at SalesForce.com

11. SOCIAL SELLINGIt wouldn’t be a complete list without including my own book:
“Social Selling: How to Prospect, Position and Present Using Social
Media”. In this book I cover how to adapt your selling techniques to
incorporate social media and modern technology.

12. www.socoselling.com