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Ask HN: Sales books for people who don’t like sales tactics and gimmicks

4 points by goshx ↗ HN
I want to get better at sales, but I realized it has a very bad connotation for me due to hands on experiences building a MLM software early in my career, and dealing with bad sales people.

I am looking for books showing that it is possible to sell something without resorting to “mental triggers” and other gimmicks.

Any recommendation?

3 comments

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itcrowd
How To Win Friends and Influence People (1937, from memory) is a great book to read. It's recently been updated to get rid of the most antiquated situations and some more modern ones have been added.

The book is not focused solely on sales, but many of the applications discussed in the book are sales-related. I think the book holds up very well after 80 years.

verdverm
The Challenger Sale

To Sell is human

The little red book of selling

They ask, you answer

Nudge

mindcrime
If you're talking B2B / enterprise, then I recommend:

Mastering The Complex Sale

Exceptional Selling

The Prime Solution

Customer-centric Selling

Selling The Wheel