Develop a deep understanding of your customers by reading some of our favorite sales psychology books!
Being a sales representative, you’ve experienced good days and bad days when handling your clients. You’ve seen periods where you reeled in massive sales, and other times where you couldn’t even get a bite. If you’ve been in the sales industry for awhile, you’ve developed a process to persuade your customers to purchase your product or service. But sometimes, it’s great to get a refreshing take in your line of work that will inspire you with new ideas on how to sell to your customers.
Whether you’re a rookie sales rep or a veteran in the industry, reading sales psychology books will benefit your approach towards your customers, and boost your sales stats.
The books on this list will offer a deeper understanding of the customer’s mind, and explain with scientific reasoning as to why they do (or don’t) close certain deals. In these sales psychology books, you’ll also study examples and techniques that are aimed to encourage you to become a headstrong and persuasive salesperson.
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Before you start filling out your sales library, sign up with Blitz today for a 30-day free trial of our lead management and sales automation software to turn more leads into customers with less work! It includes valuable templates you can use!
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Top 5 Sales Psychology Books
1. Optimize: How to Attract & Engage More Customers by Lee Odden
Lee Odden is the CEO of the digital marketing agency called TopRank Online Marketing. This book has received countless positive reviews, as well as a number of outside mentions. The book discusses marketing in the digital age, and assists marketers and sales reps on how they can develop their own marketing process. In his review, Geoff Livingston aptly describes Optimize as tackling three cornerstones of marketing, saying: “Social is how people hear about you, search is how they find you, and content is how they qualify you.”
2. Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing by Roger Dooley
As the founder of marketing consultancy Dooley Direct, author Roger Dooley has a long list of credentials that makes Brainfluence one of the must-reads for sales psychology books. Dooley has also created a blog that analyzes behaviors associated with sales and marketing. Among many of the helpful insights Brainfluence has to offer, it also tackles how you can engage customers through their emotional needs. The book is helpful for all types of businesses, including nonprofits and small businesses.
3. Neuromarketing: Understanding the Buy Buttons in Your Customer’s Brain by Patrick Renvoise and Christophe Morin
This book truly gets down to the psychology of your customers. Not only have Patrick Renvoise and Christophe Morin co-authored one of the most insightful sales psychology books to date, but they also co-founded SalesBrain–the first neuromarketing agency. Along with their agency, their book breaks down the science behind convincing your customers to close a deal with you. After reading the book, check out Patrick Renvoise’s episode of Ted Talks, “Is there a buy button inside the brain?”
4. Likeonomics by Rohit Bhargava
This pick is one the most relevant sales psychology books for your business and has had many mentions in such publications as The Wall Street Journal and The New York Times. Rohit Bhargava explores today’s sales industry, and building deeper relationships with customers past social media. This book doesn’t just encourage sales reps to forge professional relationships with customers and employees, it also gives a unique perspective on how to be an all-around success in your everyday life.
5. Purple Cow: Transform Your Business by Being Remarkable by Seth Godin
If this world is truly black and white, Seth Godin tells us in this book to be purple. A truly fresh take on how to hook your customers to your business by being innovative and unique. Godin points out in Purple Cow that a quality product that is original will keep people invested in your business. As a sales rep, you want to give your customers a reason to go to you, as opposed to other competitors. Reeling customers into your business will come if you are selling an outstanding and distinctive product that surpasses expectations.
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Before you start filling out your sales library, sign up with Blitz today for a 30-day free trial of our lead management and sales automation software to turn more leads into customers with less work! It includes valuable templates you can use!
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