There is a lot of solid information out there about improving your B2B sales skills, and it’s worth it to shake up your own sales routine by listening to what successful people have to say.
These two books have a spot on my shelf and are definitely worth a read:
Author: Marc Miller – Principal and Founder of Spearfysh
Author, innovator, and CEO – Marc Miller’s resume is impressive, and this book illustrates his vision of the new framework of sales. The fundamental idea here is a simple one – stop being a salesperson.
Instead, Marc advocates becoming a businessperson who happens to be selling something.
The ultimate goal is to be treated as someone who genuinely helps support the business of their prospect, and is allowed in at the highest levels.
Instead of calling administrators and trying to sell a product, imagine being in their boardroom when they’re making decisions and providing the products and services they need, when they need them.
Miller encourages you to step away from the mentality of being “just” a salesperson, because if that’s all you think you are, it’s how potential customers will treat you. On the other hand, if they truly believe you’re a professional who understands a customer’s needs and can help them resolve their problems, they’re far more likely to listen to what you have to say.
It’s not about pushing products – it’s about helping your customers. The concept of this book aligns with my own sales principles based on creating meaningful interactions and finding solutions that will work for your prospects.
2) The Storyteller’s Secret: From TED Speakers to Business Legends, Why Some Ideas Catch On and Others Don’t
Author: Carmine Gallo – President of Gallo Communications Group, communications coach and speaker.
If, like me, you are motivated by the “how” and “why” of success, reading the success stories of 50 icons, leaders, and legends will certainly inspire your personal trajectory.
Storytelling is a key part of B2B sales – stories have been proven to convey thoughts and ideas better than almost any other form of communication. A good story captivates people’s minds, gets their imagination going, and ultimately gets them to consider how a particular solution or experience could benefit their own lives.
Carmine Gallo takes a close look at how stories have been interwoven with some of the most notable events in business and marketing – and once you understand what makes a good story, they can inform your own sales and marketing efforts, to great benefit.
Looking for even more ways to hone your B2B sales skills and increase your close rate? 5 of the Best Ted Talks for Sales People
Three other titles that I have on my radar to read and are worthy of consideration:
1. The Only Sales Guide You’ll Ever Need – Author: Anthony Iannarino, speaker, and sales leader.
Anthony writes a popular sales blog with practical tips for sales success. His new book focuses on the mindset and skills of the successful salesperson.
2. Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy – Author: Bill Stinnett, President and Founder of Sales Excellence, Inc.
Thinking like a customer and understanding a prospect’s unique business is imperative if you want to make the sale. Understanding what is going to motivate your customers to buy will help you take your sales rate to the next level.
3. Nonstop Sales Boom – Author: Colleen Francis, Owner of Engage Selling Solutions
Tired of the boom and bust in your sales cycles? Colleen Francis stresses the fundamental strategies that can lead to consistent sales numbers and breaks them down into four practical stages.
What about you? Do you have any books that you reach for time and again for solutions and inspiration? Please leave me a note in the comments.