The best sales training method (at least the most expedient and least expensive) is reading. A must for every sales professional, reading teaches us new, and sharpens our existing, sales skills. However, there are so many sales training books! Which ones will have maximum impact for your sales career?
This post marks the beginning of a new series of hand-picked “Must Read Sales Books.” As always, our posts and published articles (and now these unsolicited reviews) come from active sales professionals in the field. The following book review is of Dale Carnegie’s best seller, How to Win Friends and Influence People.
This is one of the best sales books of all time. First published in 1936, Dale Carnegie, out of desperation to find information on how to deal with people, had to literally write the book on it. There simply were no books that taught people how to deal with people. How to Win Friends and Influence People is a gold mine of information and real-life example for everyone, but especially the sales professional. I’ve personally tested the sales techniques and people skills and have had immediate success.
The title of the book can be misleading in our generation. Winning friends and influencing people suggests shady sales techniques. There’s nothing like that in this book. In fact, it repeatedly illustrates that integrity is key to success and provides examples of honest sales people that treat clients with courtesy and respect.
In the forward there are suggestions on how to get the most from the book – read it through once fast, then read it again slowly. What? Read a book twice in a row? YES! There are simply too many sales tips and techniques to absorb in one pass. The time investment is small and the payoff is huge and lasts a lifetime.
This book must be part of your sales training. A true classic, it’s been in publication 70 + years. The information is timeless. Whether you’re new to sales or a seasoned sales professional this book will inspire you, challenge you, and help you understand your role as a salesperson.
Share your sales training recommendations with us!
Review by Theo