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Recommended Reading

There are some really good books on sales out there.

Here is a selection of good reads that the SFG team and our clients have found really useful.
We’ve made it easy for you to purchase these books through Blackwell’s.

Clients for life – Andrew Sobel & Jagdish Seth

Why are some professionals extraordinary, while others just average? Clients for Life provides valuable insights into the world of sales and customer service, and offers practical strategies for creating and maintaining strong, long-term relationships with customers.

Drawing on over 100 conversations with leading CEOs and prominent professionals, Sobel and Seth provide a comprehensive approach to customer relationship management, including how to understand customer needs, build trust, and provide exceptional service. Whether you’re a seasoned sales professional or just starting out, you will find the authors’ combined expertise in sales and customer service provides a unique and well-rounded perspective on the subject.

Making Rain – Andrew Sobel

In Making Rain, Andrew Sobel draws on extensive research to provide strategies for adding value to client relationships and maintaining them for life.

Sobel, a renowned expert in the field of sales and business development, shares his lifetime of knowledge and practical experience. His approach is focused on building strong, lasting relationships with customers, and his strategies are both effective and easy to implement. This book provides a step-by-step guide to building a successful sales strategy, including how to identify potential customers, build relationships, and close deals.

Book of the month

The Speed of Trust – Stephen MR Covey

Stephen Covey (Jr) explores the concept of trust and its impact on business, relationships, and society.

Would you like to build stronger relationships; improve your individual of business performance; develop your leadership skills? Trust is the foundation of each of these factors and impacts all aspects of these areas and more. In The Speed of Trust, you will find a valuable resource to help you develop your performance both in your personal and business life.

Blink – Malcolm Gladwell

Salespeople know that you rarely get a second chance to make a good first impression. In Blink, Malcolm Gladwell explains how we “think without thinking”. How split-second decisions are actually a complex mix of innate ability, learned skills and intuition.

Blink helps us to better understand what’s going on with first impressions; how to build trust, that often occurs in the blink of an eye; and how to make better decisions by utilising rapid cognition. This book will help you change the way you understand every decision you, and your customers, make.

Who can you trust? – Rachel Botsman

Trust is at the heart of all we do. Rachel Botsman explores the concept of trust in the digital age and its evolution with the rise of technology. The book delves into how trust is changing, the implications of these changes, and the ways in which trust can be built and maintained in the digital world.

The changing nature of trust in the digital age has a significant impact on the world of sales. From online reputation to data-driven sales to influencer marketing.  The impact of changing trust dynamics in the digital age requires companies to be more transparent, ethical, and customer-centric in their sales strategies. Building trust with customers is essential for success in today’s digital marketplace.

To sell is human – Daniel Pink

If we are in the business of persuading or influencing, we are in the business of selling – whether we like it or not! Selling is a natural part of human communication and in To Sell is Human, Daniel Pink lays out the concepts of a changing sales landscape, with the rise of technology, and the new selling skills required to operate in this landscape, like empathic and human-centred selling, creativity and storytelling.

Pink’s insights and lessons, ranging from the three rules for understanding another’s perspective to the five frames that can make your message clearer and more persuasive, can be applied to a wide range of industries and professions, making this a valuable read for anyone looking to improve their communication and selling skills.

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