The 20 Best Sales Books- In my humble opinion

Why is it that anytime someone assembles a list of the best sales books that Zig, Tom, Og,  Jeffrey, Dale and Brian have to be on that list? As sales authors, they contribute to the old sales stereotype that belongs in the sales 1.0 world and not sales 2.0 world. So when I was reviewing Sales HQ list of 20 Best Sales book, there are some selections I agreed with and some I didn’t.

Sales is one of those professions that spills over to include every known skill sprinkled with a bit of attitude, motivation and energy. Here are my thoughts on this list:

1. Little Red Book of Selling- Makes sense, this is on everyone’s list and it’s a funny gimmicky book that doesn’t mess around. Gitomer has a nice niche he has carved out with his little books.

2. The Game- No, this doesn’t belong on the list- it’s about men pick-up artists. Sales is not about manipulating techniques or candid phrases or lines to get the business.

3. Presentation Zen- Yes, this is a great book and absolutely a bible for anyone making presentations

4. The Complete Idiot’s Guide to Cold Calling- Not sure I agree here because cold calling has drastically changed- especially in this sales 2.0 work which is more about social networking warm calling.

5. Sales 2.0 for Dummies- Yes, David Thompson is one of the pioneers of the sales 2.0 movement and a visionary in breaking down the marketing and sales divide.

6. How to master the Art of Selling- Tom Hopkins has been writing about sales for so many years but how updated is his content and relevant are his ideas today?

7. Selling the Invisible- Yes, this is a nice addition as it brings on a marketing twist and also reminds salespeople to step outside of themselves.

8. The Psychology of Selling- Brian Tracy is a main staple in every salesperson’s library- if you are new to sales, he is the patriarch of selling.

9. Attitude 101- I agree that 99% of selling is all about having a good attitude so this book belongs.

10. Don’t Sweat the Small Stuff- Salespeople tend to get tangled in thinking about things way beyond their control so this book is a good reminder on what to focus on.

11. Dog  Eat Dog and Vise Versa- I wasn’t familiar with this one and it looks like a book that is a good wake up call about not assuming anything in sales.

12. Secrets of Closing Sales- And here’s Zig! Clearly written from a sales 1.0 mindset encouraging salespeople to “make them say yes.”

13. Secrets of Question Based Selling- Tom Freese was on the map with this book for many years and made his mark with his QBS training.

14. The Greatest Salesman in the World- This is a sales fable that has become a bible. I don’t have much use for it other than using it as a door stopper or to even out may glass table that leans to the left.

15. Selling to Big Companies- Finally a sales book written by a woman and one that is relevant with this market and this economy- congrats Jill!

16. How to Win Friends and Influence People- This is a classic

17. The Art of War- I’m happy to see this book on this list because it reminds you that sales is all about strategy and smarts.

18. Covert Persuasion- We must never lose sight of our buyers and how to best persuade and motivate them, this book gives you an edge on that.

19. The Difinitive Book on Body Language- Understanding and reading the visuals is so important- although most sales happen now without ever seeing the prospect.

20. Raven- What a surprise to see this book on this list and yes, it fits. It’s all about Jim Jones, the cult leader from the people’s temple and his amazing influence over his followers to the point of them “drinking the cool aid.” Jim Jones was a master communicator on every level, people were drawn to him, idolized him, believed him until ultimately their death.