Book Lists

Dan Pink: Rebirth of a Salesman–Six Books on the Art and Science of Sales

Pink, Dan
Dan Pink 
Author

Dan’s latest book is To Sell is Human: The Surprising Truth about Moving Others

Made to Stick: Why Some Ideas Survive and Others Dive

1Made to Stick: Why Some Ideas Survive and Others Dive by Chip & Dan Heath

The wise and witty Heath Brothers show how to make your message stick by using simplicity, unexpectedness, concreteness, credibility, emotions, and stories.

How To Win Friends And Influence People

2How To Win Friends And Influence People by Dale Carnegie

Some readers might find Carnegie’s advice dated and a bit cheesy. But beneath the prose’s peppy surface lurks wisdom, one reason the book continues to sell seven full decades after its publication.

Influence: The Psychology of Persuasion

3Influence: The Psychology of Persuasion by Robert Cialdini

A genuine classic. Anybody writing about persuasion and influence today stands on Cialdini’s shoulders. If you’ve got time for only one book, this is it.

Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life

4Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life by Paul Ekman

Ekman, the world’s leading scholar on facial expressions, presents a comprehensive look (with photos!) of his research. It amazes me that this book isn’t used in every sales training course in America.

Impro: Improvisation and the Theatre

5Impro: Improvisation and the Theatre by Keith Johnstone

A work of drama theory? Yes – and that’s why you should read it. Smart sellers, like good improv actors, know how to hear offers.

On Her Own Ground: The Life and Times and Madam C.J. Walker

6On Her Own Ground: The Life and Times and Madam C.J. Walker by A’Leila Bundles

Think it’s hard to make it as entrepreneur? Try doing it as an African-American woman (born into slavery and widowed at age 20) 100 years ago. The story of how Madam C.J. Walker built her hair care empire illustrates two enduring elements of effective selling: Persistence and ingenuity.

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