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If you look around at any given product, you’ll probably see 3 or 4 others competing with it. Mastering the art of sales can be the difference between a highly successful startup, and one that blends into the crowd.
But sales isn’t just about closing deals. It’s about product positioning, psychology, negotiation and appealing to human instinct. Luckily, there are now a whole host of books that exist to help business leaders and salespeople master this art.
What Makes A Good Salesperson?
To master sales, you don’t just need to have the knowledge but the personal attributes too. A good sales person is the perfect mix between confidence, communication and driven.
Some qualities that make a good salesperson include:
Confidence: A huge part of sales is confidence. This can come across in a number of ways – from posture, to branding or even language online. Showing customers that you are confident in your product can help them feel like they trust you, making it easier to convert sales.
Communication: Of course, it goes without saying that communication is key when it comes to sales. The best salespeople know how to communicate clearly and concisely, persuading their target audience to purchase their product.
Situational judgement: Not all sales discussions are quick, and good salespeople will know how to react in a variety of situations. If a customer is not interested for example, a good salesperson will know whether to convince them or back down. This situational judgement can help identify potential leads and convert them.
Some books that we recommend for mastering sales include:
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The Psychology of Selling
This book is all about how salespeople can control their thoughts and feelings to make their sales more effective.
Through ideas, strategies and methods – the book allows people to make faster and easier sales than ever before.
Buy the book here.
How to Win Friends and Influence People
Sales is all about human psychology, offering advice on how to appeal to people, make friends and influence them.
This not only helps on a personal level, but can also translate to winning clients and building relationships with customers.
Buy the book here.
The Ultimate Sales Machine
This book talks about how focus is the centre of any good sales strategy.
The book explores the importance of tuning up every area of a business, by focusing on it. Through that, companies not only improve sales, but product, management and more.
Buy the book here.
SPIN Selling
SPIN (Situation, Problem, Implication, Need-Payoff) is a method that author Neil Rackman says is important for selling, especially in the B2B world.
He talks about selling high value products, providing sellers with a full methodology to master it.
Buy the book here.
New Sales. Simplified
Sales expert Mike Weinberg talks about the most common sales mistakes and how to avoid them. The book is all about the importance of building trust and using different marketing tactics to help.
The book also helps brands build a sales story, that help them convert more customers.
Buy the book here.
Sell with a Story
Sell with a story is all about how the most important part of sales is the story.
In this book, author Paul Smith talks about how to select the right story and create a memorable narrative to help build relationships, create a sense of urgency and ultimately, convert leads.
Buy the book here.
