Top 5 books on Closing the Deal for Beginners.
Updated: Jul 11, 2020
When I started my first sales job in 2008, I was lost. Outside of the "manual" or "pitchbook" where we had our sales script, the company had very few sources of information regarding the sales process. Any sales process!
The training consisted of having us newbies shadow the seasoned Sales representatives, try to copy as much as we could, repeat the sales pitch verbatim, and off you went!
Fortunately, throughout my career, I came across several mentors who recommended me dozens of books that taught me the basics on my path to becoming a Master Closer. I am sharing this list with you in no particular order: they are just the BEST books I wish I had come across as a Newbie.
I assure you: these books are cut-throat, direct, and will be referenced over and over again throughout your sales career.
1.- The Closers part 1 - the Most Famous and Powerful Book on Closing Sales ever written! by Ben Gay III
Get your copy on Amazon: https://amzn.to/2wKgRRO
The Closers is the very first book I got my hands on. This is a book that every sales professional should have and read. The book breaks down the sales process from start to finish
I read this book more than 15 years ago, and have referenced it again at least a few times a year since. This book teaches you the art of selling by going straight to the point. Its principles are timeless.
It literally goes into the specific mindsets of the various clients you will encounter. It shows you the angle and approach depending on their race (without prejudging), socioeconomic background, sex, profession, etc.
This is an essential guide to selling for any salesperson, in any area: real estate, retail, software, timeshare, etc. If you are someone who needs to "close" deals in your line of work, this book will increase your income almost immediately. You will not regret it.
Get your copy on Amazon: https://amzn.to/2wKgRRO
Other Books by Ben Gay III:
The Art and Science of Resort Sales
Sales Closer's Bible: The Closers, Part 2
The Closers - Part 3: Become a Sales Infiltrator
2.- Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
Get your copy on Amazon: https://amzn.to/2VD7dsu
Are you on the inpatient side and want better selling tips and answers given to you without having to read hundreds of pages?
Then Jeffrey Gitomer has written the perfect book for you. Jeffrey is a professional speaker and business trainer. His book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness, is as direct and concise as can be – it’s a perfect example of short and sweet.
This book will provide you selling tips that you can use for not only your immediate career but for the rest of your life. For Example:
Principle 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.
Principle 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.
Principle 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision-makers are. Become a resource.
Get your copy on Amazon: https://amzn.to/2VD7dsu
Other Books by Jeffrey Gitomer:
Get Sh*t Done: The Ultimate Guide to Productivity, Procrastination, and Profitability Jeffrey Gitomer's Sales Bible: The Ultimate Sales Resource
Jeffrey Gitomer's Little Red Book of Sales Answers
3.- Secrets of Closing the Sale by Zig Ziglar
Get your copy on Amazon: https://amzn.to/2XDgVho
If you are a true salesperson, then you must read Zig Ziglar’s Secrets of Closing the Sale (or you are ahead of the game and have already read it!).
This book touches on plenty of topics that revolve around selling such as the mental and psychological aspects of communicating with prospects or when closing a deal. It also includes winning techniques that can help you develop strong relationships with the right people. From the keys to closing to the reasons why people don’t want to buy your product, Zig does an amazing job of crafting a classic sales book.
In spite of the fact that the editing makes the book feel a bit dated, the actual information is as helpful as it was the first time I read it in my first sales job.
Get your copy on Amazon: https://amzn.to/2XDgVho
Other Books by Zig Ziglar:
Selling 101: What Every Successful Sales Professional Needs to Know
Goals: How to Get the Most out of Your Life
4.- How I Raised Myself from Failure to Success in Selling by Frank Bettger
Get your copy on Amazon: https://amzn.to/2VACJYs
After reading many sales books from Gitomer, Ziglar, Cardone, and others, I can say that Frank Bettger is the one best book I´ve read. It encompasses every aspect of Sales (self-management, psychology, appearance), and he gives many useful tips. No matter if you are beginning in Sales or if you are already a veteran, this book will be of great help for any Sales Rep who wants to be in the 1% best performers. It's not only for those in the sales industry, it's useful for everyone. I was reminded of the value of emotion, as well as the value of time - both yours and your clients'.
Whether you are selling houses or mutual funds, advertisements, or ideas you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s insights on:
The power of enthusiasm
How to conquer fear
The keyword for turning a skeptical client into an enthusiastic buyer
The quickest way to win the confidence
Seven golden rules for closing a sale
Get your copy on Amazon: https://amzn.to/2VACJYs
Other Books by Frank Bettger:
How I Multiplied My Income and Happiness in Selling
Benjamin Franklin's Secret of Success and What It Did for Me
5.- The Closer’s Survival Guide - Third Edition by Grant Cardone
Get your copy on Amazon: https://amzn.to/3aiJ9kj
Probably the most controversial author of the list, Grant Cardone is certainly someone who you will either love or despise. He´s a motivational speaker and author with a huge following among salesmen and realtors. For many, he´s a little over the top and his methods could be, let's say, borderline unethical.
I included his book, not because the content is groundbreaking or original, but because of Cardone´s confidence delivering the sales lines. One of the most difficult things I found working in sales was the specific "word track" to ask for the close and in The Closer´s Survival Guide, Grant does a terrific job asking for a sale in more than 100 ways.
If you can, download the Audiobook as well. Listening to him sat the closes will give you the confidence to close with a winning attitude!
Get your copy on Amazon: https://amzn.to/3aiJ9kj
Other Books by Grant Cardone:
The 10X Rule: The Only Difference Between Success and Failure Sell or Be Sold: How to Get Your Way in Business and in Life