Money Minute 15

THE Best Sales Books ☕

I've read over 60 non-fiction books in the last six years.

That sounds like a lot, but it averages to less than one a month.

Having one book ongoing at any given time is one of the biggest value adds I've ever had in my career. You learn so much by slowly processing the ideas in the best books over a number of days & weeks as things really sink in.

Here's the thing though...

Many books have taught me a tonne about Sales that aren't actually "sales books."

But!

There are a few that are so relevant to what we do that have really shaped & solidified my ethos in this game.

Would recommend getting your hands on these if you haven't.

The 5 best sales books I've read

1. Gap Selling by Keenan

This was essential in teaching me the principle of impact in sales.

The idea: The bigger the gap between your prospect's current state and future state, the bigger the deal and the bigger the urgency to solve it.

When you can bridge that gap and demonstrate you're the best solution to get them from current to future state, that's when you win.

Absolutely my favourite out-and-out sales book.

2. The Jolt Effect by Matthew Dixon

Written post-Covid using a huuge dataset of B2B Sales data.

The core insight: You'll lose more deals to the status quo than to anything else.

The book is all about jerking people into motion and action through everything you do as a salesperson. You have to shake prospects out of their current situation if you want them to change.

3. Selling in a Crisis by Jeb Blount

Also written post-Covid.

The premise: There's no good time to sell.

When the market is down, you have to go back to basics and principles. Everything is always about uncovering genuine business-level problems.

Don't freak out. Stay consistent with your inputs. That's how you smooth out the highs and lows, even in the toughest markets after recessions and pandemics.

4. The Challenger Sale by Matthew Dixon

Really powerful book that challenges the idea of sales being a relationship-building game.

It categorises salespeople into common stereotypes: lone wolf, relationship builder, and challenger.

The data suggests that the highest-performing salespeople are challengers - those who can challenge their prospects' opinions by providing unique insights and not just being a yes-man.

In a professional way, they challenge their prospect's line of thought. That approach far outperforms 'relationship builders' and 'lone wolves'.

5. Never Split the Difference by Chris Voss

Taught by an ex-FBI hostage negotiator.

The techniques translate directly to sales negotiations. Tactical empathy, mirroring, and labelling are all tools I use regularly in pricing conversations and deal negotiations.

It's less about "winning" and more about uncovering what the other side truly values.

Those are the five best out-and-out sales books I've read.

If I had to recommend one - would have to be Gap Selling.Such a crystal clear message and aligns so nicely with elite, value-led selling!

But here's where it gets interesting

Next week, I'll share the books that have influenced my sales career more than all of these combined.

They have nothing to do with sales.

Stay tuned !!

Have a great Sunday :)

Best,

Scott