What are the best outside sales books for beginners to learn the basics?

1 The Ultimate Sales Machine

The Ultimate Sales Machine by Chet Holmes is a classic book that shows you how to turn your business into a sales powerhouse by focusing on 12 key areas. Holmes covers topics such as how to identify your ideal customers, how to create a compelling value proposition, how to deliver effective presentations, how to overcome objections, and how to generate referrals. He also provides practical tips and tools to help you improve your sales skills, productivity, and motivation.

2 SPIN Selling

SPIN Selling by Neil Rackham is based on extensive research and analysis of thousands of sales interactions. It reveals the four types of questions that successful salespeople use to uncover the needs, problems, implications, and benefits of their prospects. These questions are called SPIN: Situation, Problem, Implication, and Need-payoff. By using the SPIN method, you can create more value for your prospects, build stronger relationships, and close more deals.

3 Fanatical Prospecting

Fanatical Prospecting by Jeb Blount is a comprehensive guide to the most important activity in sales: prospecting. Prospecting is the process of finding and qualifying potential customers for your products or services. Blount explains why prospecting is essential for sales success, how to overcome the fear and resistance that often accompany it, and how to develop a consistent and effective prospecting routine. He also shares proven techniques and strategies for cold calling, social selling, email, text, and referrals.

4 The Challenger Sale

The Challenger Sale by Matthew Dixon and Brent Adamson is based on a study of thousands of salespeople across different industries and markets. It reveals that the most successful salespeople are not those who are relationship-oriented, problem-solving, or hard-working, but those who are challengers. Challengers are salespeople who challenge their prospects' assumptions, teach them something new, tailor their message to their specific needs, and take control of the sale. The book shows you how to adopt the challenger mindset and behavior, and how to coach your team to do the same.

5 To Sell Is Human

To Sell Is Human by Daniel Pink is a book that explores the changing nature of sales in the modern world. Pink argues that sales is not just a profession, but a skill that everyone needs to master, whether they are selling a product, a service, or an idea. He also reveals the new ABCs of selling: Attunement, Buoyancy, and Clarity. Attunement is the ability to understand and connect with others' perspectives and emotions. Buoyancy is the ability to bounce back from rejection and negativity. Clarity is the ability to simplify complex information and offer compelling solutions.

6 The Sales Bible

The Sales Bible by Jeffrey Gitomer is a collection of tips, techniques, and principles that cover every aspect of sales. Gitomer covers topics such as how to create a positive attitude, how to build rapport and trust, how to ask powerful questions, how to handle objections and close the sale, how to follow up and get referrals, and how to use social media and technology to boost your sales. He also provides examples, stories, and exercises to help you apply what you learn.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?