Last Updated on August 31, 2021
When it comes to selling, mindset is one of the most important and meaningful elements of success.
That’s why great salespeople focus so intently on their sales mindset, and are always fine-tuning their cognitive skills, processes, and reactions.
Your mindset is your foundation. A weak one will inevitably crumble under the stress of objection and rejection. With a strong foundation, you not only push challenges, but you turn struggle into opportunity.
In today’s article, we’ll discuss 5 books that can help you master the sales mindset, and keep you performing at the top.
The Greatest Salesman in the World
by Og Mandino
This is one of the most classic books on selling and the sales mindset. In it, Mandino tells you a story that illustrates the importance of the “10 scrolls”.
He lays out the 10 scrolls at the end of the book, with the instruction to read each short scroll out loud for 30 days. By doing this, you internalize the mindset behind each scroll, increase your motivation, and become a greater salesperson.
One of my favorite scrolls in the book is titled, “I will persist until I succeed”.
Go for No!
by Richard Fenton and Andrea Waltz
We’ve talked about with the right mindset, every no is merely a stepping stone toward a yes…
Well, this book illustrates that point with inspiring clarity. It tells the story of a salesman who wakes up 10 years in the future in a huge house that actually belongs to him.
It’s the house (and the life) that could be his if he is able to overcome his self-limiting beliefs and his fear of failure.
It’s a quick read, but it has some hard-hitting lessons than can help you tweak your mindset for sales success.
To Sell is Human: The Surprising Truth About Moving Others
by Daniel H. Pink
Although only 1 in 9 Americans officially work in sales, the other 8 do too!
This book details how every job is a sales job, whether the employee knows it or not. It also shines a positive light on sales itself.
It’ll change your perspective on sales, and also give you some solid strategies to sell more.
How I Raised Myself from Failure to Success in Selling
by Frank Bettger
The author details the story of how he went from a failed insurance salesman at 29, to one of the highest paid salespeople in America by the age of 40.
So, what happened in those 11 short years?
He completely changed both his mindset and techniques. And he shows you step-by-step how to develop the same style, spirit, and presence of a winning salesperson.
It also shows you that just because you may not be born a great salesperson doesn’t mean you can’t become a great salesperson!
If that isn’t enough encouragement, Dale Carnegie called Bettger’s book,
“The most helpful and inspiring book on salesmanship that I have ever read.”
So, there’s that.
Declutter Your Mind
by S.J. Scott and Barrie Davenport
This book is more focused on mindset than sales – but it’s a very important one.
It’s easy to get in your head as a salesperson. Mental clutter, anxiety, negative thoughts… all these things can cause you to spiral out of control and see a severe dip in your sales numbers.
But this book shows you a way to declutter your mind, and gain the clarity you’ll need to sell anything to anyone.
Wrapping Up Books to Fine-Tune Your Mindset and Help You Sell More…
Sales technique is important. But without the right mindset, it’s meaningless. The books we listed here can help you develop a rock solid sales mindset and enjoy consistent sales success.
For more book recommendations, check out The 12 Best Sales Books to Read (and How to Apply What You Learn).
What other books have helped you create a winning selling mindset? Let us know in the comments below!