sales Book Summaries

$100M Offers teaches business owners how to create offers that sell, while at the same time charging higher prices. Alex Hormozi says we can provide more value to our clients or customers, by making an offer that uniquely solves ALL the obstacles in the way of their true desire.

The Challenger Sale explains how to sell more effectively, especially if you're involved in large, complex, B2B sales. The authors backwards-engineered what exceptionally high-performing sales people called "Challengers" do. Their advice focuses on teaching the customer valuable insights about their business, and being assertive pushing the sale forward.

Secrets of Closing the Sale is a considered a must-read by many sales professionals. Zig Ziglar shares a lifetime of time-tested selling techniques that are based on honesty, enthusiasm, and empathy.

To Sell Is Human is about "non-sales selling" or, how to persuade others. Daniel Pink argues that sales skills are more essential than ever because "moving others" has become a part of most careers and businesses. His advice centers on the new ABCs: Attunement, Buoyancy and Clarity.

SPIN Selling is a framework for sales conversations, it is especially useful for selling higher-priced products and services. Neil Rackham conducted research that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: Situation, Problem, Implication and Need-payoff.

Getting to Yes is the most important book on negotiation, according to many professionals. It comes from leaders of The Harvard Negotiation Project, who wanted to help people negotiate agreements with less time and friction. The four steps of the method are: people, interests, options and criteria.

How to Win Friends and Influence People is a guide to getting along with others. Dale Carnegie says people are "creatures of emotion" that desperately desire a feeling of importance. We can provide that feeling with our sincere enthusiasm, consideration, interest and appreciation.

The 10X Rule is about setting goals 10 times larger than before and working 10 times harder to reach them. Grant Cardone says achieving success always takes far more effort, time and money than we predict. So we must be prepared to face problems, challenges and resistance.

The Psychology of Selling is a classic business book that is a must-read for sales professionals. Brian Tracy shares many practical tips for how to get more appointments, what to say during sales presentations, and the best ways to close the sale.