Develop a deep understanding of your customers by reading some of our favorite sales psychology books!
You’ve had fantastic days and terrible days when dealing with your clients as a sales representative. You’ve had times when you hauled in huge profits, and other periods when you couldn’t get a single sale.
You’ve probably got a process in place to persuade your consumers to buy your goods or service after years of dealing with buyers. However, it’s occasionally beneficial to get a new perspective on things in your line of work that will spark fresh ideas about how to sell to your clients.
Whether you’re a new sales rep or an experienced marketer, studying sales psychology texts can help you better serve your clients and improve your sales figures.
These are the best sales psychology books on Amazon. They’ll teach you more about your customer’s mentality and explain why they close (or don’t) certain deals using scientific evidence. You’ll also look at cases and techniques in these sales psychology books intended to encourage you to be a bullheaded and compelling salesperson.
Optimize: How to Attract & Engage More Customers by Lee Odden
The CEO of TopRank Online Marketing, Lee Odden, wrote this book. This book has received a lot of good feedback and external mentions. The book discusses how to develop one’s own marketing strategy in the digital era. Geoff Livingston correctly described Optimize as addressing three fundamentals of marketing: “Social is how people learn about you; search is how they find you; and content is how they qualify you.”
Neuromarketing: Understanding the Buy Buttons in Your Customer’s Brain by Patrick Renvoise and Christophe Morin
Patrick Renvoise and Christophe Morin, the co-authors of this book, have a long history in sales psychology. They not only collaborated on one of the most penetrating sales psychology books to date, but they also started SalesBrain — the first neuromarketing company. Their book deconstructs the science behind convincing your consumers to complete a transaction with you.
Likeonomics by Rohit Bhargava
This pick is one of the most important sales psychology books for your company, and it has been mentioned in publications like The Wall Street Journal and The New York Times. Rohit Bhargava looks at today’s sales industry as well as developing more intimate relationships with consumers beyond social media. This book not only encourages salespeople to build professional connections with clients and employees, but also offers a distinct way of looking at how to be an overall success in your day-to-day life.
Purple Cow: Transform Your Business by Being Remarkable by Seth Godin
To be purple is to be innovative and distinct, according to Seth Godin. A refreshing take on how to reel in your consumers by being creative and unique. According to Purple Cow, providing a high-quality product that is new will keep customers interested in your business. As a salesperson, you want to offer your clients something else other businesses can’t match. If you’re selling an exceptional and distinctive product that exceeds customer expectations, customers will come flocking to you.
The Psychology of Selling by Brian Tracy
This sales psychology book has received positive reviews from such publications as the Wharton School, as well as many others. With a simple and straightforward approach to mastering the art of selling, this is one of those books that you can pick up and put down between your busy schedule–and then learn something new every time.
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.
Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath
Some sales reps are not creative enough or give up too early when in reality they just haven’t found the right way in attracting new customers. That’s where this read comes into play–it shows that there are many different approaches you can take when trying to sell your products with creative methods you may have never thought of before.
How to Win Friends & Influence People by Dale Carnegie
This classic is another one of those books that have been around for decades, but still makes it to the list of staple sales psychology books. More than 75 million copies later, this book is essential reading if you want to get people on your side and close more deals–it’s one of the top selling nonfiction books of all time for a reason.
