You can’t get a PhD in sales. At least not a real one. It doesn’t matter though; self-education is just as good, cheaper, and usually better.
Over the past 11 years, I have read about 60 books per year on average. Especially sales books. I bet someone has read more sales books than me, I just haven’t met them yet.
The need for proper training and coaching is real. Hungry professionals crave growth. One of the most common questions I get asked, is: “What should I be reading?” Well that depends… until now. I went through my notes and experience with every book on sales I have ever read and spent hours curating the ultimate self-education course.
Here it is, for free. You’re welcome. Share with others.
Process: Spend one week reading and studying the book, then spend the next week applying it in your work and teaching others. Repeat for the next book.
Result: After 1 year, you will have the greatest sales education in the world.
These books are listed in order of when they should be read based on setting the proper foundation, then gradually building the skills needed to succeed in sales. Milk before meat. Mindset, then actions, then refinement.
- The Outward Mindset – The Arbinger Institute
- The Go-Giver – Bob Burg, John David Mann
- The Greatest Salesman in The World – Og Mandino
- Freedom From Fear – Mark Matteson
- To Sell is Human – Daniel H. Pink
- It’s Time To Sell – Chris Spurvey
- The Psychology of Selling – Brian Tracy
- Selling 101 – Zig Ziglar
- New Sales. Simplified. – Mike Weinberg
- The Only Sales Guide You Will Ever Need – Anthony Iannarino
- How to Get a Meeting With Anyone – Stu Heinecke
- Heavy Hitter Selling – Steve W. Martin
- The Science of Selling – David Hoffeld
- Response Block Selling – Victor Antonio
- The DNA Selling Method – Patrick Henry Hansen
- Beyond The Sales Process – Steve Andersen, Dave Stein
- The Challenger Customer – Nick Toman, Matthew Dixon, Brent Adamson, Pat Spenner
- Sales Manager Survival Guide – David A. Brock
- Sales Management. Simplified. – Mike Weinberg
- The Art of Commercial Conversations – Bernadette McClelland
- The Lost Art of Closing – Anthony Iannarino (got advanced a copy, coming out August 2017)
- Key Account Hack – Jermaine Edwards
- Sales EQ – Jeb Blount
- The Joshua Principle – Tony J. Hughes
- Pre-Suasion – Robert Cialdini
- Mega Deals – Christopher Engman, Johan Åberg (got advanced a copy, coming out November 2017)
Since thoughts create actions, and learning is done in the mind, reading is your greatest asset. You can teach yourself anything by studying and application. Immerse yourself in the words of the greatest teachers and you will become great yourself. These are the some of the sales books that have changed my life, I hope they will change yours as well.
(**And for anyone in any profession, before you study these books, you should read The 7 Habits of Highly Effective People by Covey and So Good They Can’t Ignore You by Newport.**)
Try it. Let me know how it goes.