Best Sales Psychology Books

Book rating updated 9.05.2024

Become a top sales performer! Ranking the best sales psychology books of all time – the most popular.

  1. Influence

    4.5
    13 674 ratings

    In an utterly fascinating investigation, the author delves into the reasons why people say "yes" and how to apply these understandings in countless different situations. The six common principles of persuasion are the following: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity. The book gives practical insights and strategies of how one can be a skilled persuader, yet it does alert a reader to how such techniques may be used in a way against them. This indispensable guide amplifies personal influence, while providing tools for defending against manipulation in everyday life.

  2. Way of the Wolf

    4.7
    8 050 ratings

    You simply need to go deep into the realm of high-stakes sales, where the story would unfold the powerful technique, the Straight Line System, to close sales and achieve success in any negotiation. This method has been developed by a world-class expert in sales. It is based on principles relating to persuasion, strategy as well as establishment of connection between salesperson and customer. The book provides step-by-step strategies and shares examples of successful and real-life experience that any person who is not involved in sales can use to excel in business. So, this guide does not only teach to increase the sales figures, but it also teaches how to enhance the communication and confidence in every sphere of life.

  3. The Challenger Sale

    4.5
    5 264 ratings

    It challenges the conventional wisdom of sales and suggests the key is not in relationships but in the ability to challenge the customers' thinking. They introduce the concept of a "Challenger" salesperson, who teaches, tailors, and takes control of sales conversations. Using extensive research, they prove that such salespeople excel over others by pushing customers out of their comfort zones, making them A book that offers new sales strategy perception - a must-read for a person eager to learn how to sell better.

  4. The Psychology of Selling

    4.7
    2 449 ratings
    Recommended by: Hamza Ahmed

    Tackling sales as an art from the psychological angle, it probes what makes the difference in selling well. It enlightens how understanding the mindset of the buyer and his emotional states will lead to a more successful interaction with the buyer. The author imparts insights into how one can build trust, add value, and develop a persuasive sales approach customized to the needs and wants of the customer. In addition, this is complemented by practical advice on goal setting, self-motivation, and time management given to support sales professionals in their

  5. Buyology

    4.4
    1 087 ratings

    In Buyology, Martin Lindstrom explores the reasons behind our purchases on a fascinating foray into the world behind what drives us to buy what we do. With pioneering research on neuroscience, Martin Lindstrom brings out the truth about how our purchasing decisions are driven by largely unconscious thoughts and feelings rather than by logical reasoning. The book proves the effectiveness of ads, brands, and products to state that our choice is not as independent as we tend to consider it. It takes us behind the curtain on how hidden forces shape our shopping behaviors with a view of the power of marketing and the future of buying.

  6. Sales EQ

    4.7
    776 ratings

    Discusses the critical role of selling with emotional intelligence. Blount asserts that in an era of the learned buyer, one must create prospecting at an emotional depth to sell. Developing empathy, self-awareness, and influence frameworks. Diving into techniques to manage disruptive emotions, navigate complex sales situations, and build strong customer relationships.

  7. Why We Buy

    4.4
    736 ratings

    Offers a compelling glimpse into the science of shopping and consumer behavior—powerful at the time of purchase: store layout, product placement, and signage all come into play. Then, all the data is translated into insights and strategies for retailers, marketers, and consumers who are concerned about what's already a science of shopping.

  8. Neuromarketing

    4.4
    275 ratings

    Find out how the fascinating world of neuromarketing is applicable to your business. Review new research and techniques used to understand consumer behavior and decision-making. Understand what drives attention, emotion, and memory to shape purchase decisions. Practical insights and strategic guidance on applying neuromarketing principles for improved marketing effectiveness.

  9. The Ultimate Guide to Breaking Into Tech Sales

    4.8
    233 ratings

    This roadmap describes the different approaches to take in the launching and success of the career, critical areas in understanding the tech industry, essential selling skills, and how to manage a job search. The guide offers practical tips and strategies for prospecting and lead generation, relationship management, and closing business. It will include information that comes from top-performing tech sales professionals and hiring managers.

  10. Heavy Hitter Sales Psychology

    4.1
    14 ratings

    Delves deeply into the psychological principles and strategies used by the top sales professionals in the world. Areas of study within the book include human behavior, decision-making, and influence. It contains practical techniques for building rapport, overcoming objections, and closing business. Includes case studies, research, and real-life examples by the author, who has worked with Fortune 500 companies.

FAQ

  • What are the best sales psychology books ever written?

    These are the top 10 best books on sales psychology of all time and for this year (2024) sorted by rating:

    1. "Influence" by Robert Cialdini
    2. "How to Win Friends and Influence People" by Dale Carnegie
    3. "Thinking, Fast and Slow" by Daniel Kahneman
    4. "Predictably Irrational" by Dan Ariely
    5. "The Psychology of Selling" by Brian Tracy
    6. "Emotional Intelligence for Sales Success" by Colleen Stanley
    7. "The Science of Selling" by David Hoffeld
    8. "The Challenger Sale" by Matthew Dixon and Brent Adamson
    9. "Persuasion: The Psychology of Influence" by Jasmine Elias
    10. "Secrets of Closing the Sale" by Zig Ziglar.
  • What book should you start with to explore the topic of sales psychology?

    List of must read sales psychology books for beginners:

    1. "Influence" by Robert B. Cialdini
    2. "To Sell is Human" by Daniel H. Pink
    3. "Emotional Intelligence for Sales Success" by Colleen Stanley.