Dan Pink: Rebirth of a Salesman–Six Books on the Art and Science of Sales
Dan’s latest book is To Sell is Human: The Surprising Truth about Moving Others
1Made to Stick: Why Some Ideas Survive and Others Dive by
The wise and witty Heath Brothers show how to make your message stick by using simplicity, unexpectedness, concreteness, credibility, emotions, and stories.
2How To Win Friends And Influence People by
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.
3Influence: The Psychology of Persuasion by
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.
4Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life by
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.
5Impro: Improvisation and the Theatre by
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.
6On Her Own Ground: The Life and Times and Madam C.J. Walker by
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.