Do you know something? From my experience in business, I’ve learned one thing…
If you can’t sell, you will fail.
It doesn’t matter how great your product is – even the best products need salesmanship. Great products sell themselves as a myth. Great products appear to sell themselves, and the truth is – grand master sales associates make it appear that the products are selling themselves – they’re called grandmasters for a reason (hint: because you don’t even know they are selling you on it). And because people didn’t feel like they were being sold – they came up with the idea that great products sell themselves…
Great salespeople, that’s all there is to say…
So if you want to become a successful entrepreneur, you have to read the books on this list and read them…like…NOW!
1. Think and Grow Rich by Napoleon Hill
Mindset is critical before you start. To be rich, you need to think and act rich. Napoleon Hill studies hundreds of wealthy men to discover rich people’s shared secrets that the common folk doesn’t.
2. Ogilvy on Advertising by David Ogilvy
One of the masters of Advertising… David Ogilvy. Built one of the biggest advertising agencies and shares basic selling principles in this book.
3. My life in Advertising by Claude Hopkins
Claude Hopkins is the inventor of coupon sampling and test marketing. He changed the advertising industry; when advertisers used to focus on how creative their advertisement was, Claude concentrated on the ads with the highest return. This book shows his life in advertising (as you can tell from the title) along with selling lessons on the way.
4. Start by Jon Acuff
Fears and worries are available in every single one of us entrepreneurs. We need someone to help us change that fear into awesomeness… that’s what this book does.
5. Zero to One by Peter Thiel
A rare and unique book written by a billionaire. It’s the only book written by a billionaire on this list. Peter Thiel, co-founder of PayPal (yeah, Elon Musk’s old friend), shares some interesting facts about entrepreneurship like no other entrepreneur has ever written – or at least I haven’t seen. Maybe the stuff he presents is more visible to those who live in Silicon Valley, but whether you live there or not, you can now learn it from someone already there.
6. The Lean Startup by Eric Ries
A must-read for today’s innovative entrepreneurs. If you don’t read this book, you know nothing about entrepreneurship. Your product launch won’t succeed without this.
7. Rich Dad Poor Dad by Robert Kiyosaki
Robert compares both a poor and rich dad. You’ll be able to see what makes such a difference in people’s life…perhaps something you’ve been curious to know the answer to.
8. The 100 Dollar Start-Up by Chris Guillebeau
Already an expert? Worked for someone before? You have a skill that you can offer as a service. This book shows you how to launch a brisk business at a meager cost and start earning 6+ figures. It also features people like Brian Clark, founder of Copyblogger.
9. The Four Hour Work Week by Timothy Ferriss
There’s plenty of work but not enough time to do it all. Besides, who wants to live their life just working non-stop? Tim Ferriss shows you how to outsource and eliminate unproductive jobs AND earn more simultaneously.
10. The Innovator’s Dilemma by Clayton Christensen
This goes to the tech entrepreneurs from the innovation master Clayton Christensen. Steve Jobs has cited this book along with the rest of the entrepreneurial community. It gives you rules for taking control of innovation.
11. Scientific Advertising by Claude Hopkins
In the past, advertising was just a random guess. It was all about creativity. Results were not measured. Everything was just chaotic, and the return on investments was poor. Until Claude Hopkins came and turned it into a science. He tested thousands of ads and analyzed each one. He knew what worked and what didn’t. So if you want consistent results, you need to understand why and what works. Even Gary Halbert, one of the top copywriters, went through this book over 25 times!
12. The 7 Habits of Highly Effective People by Stephen Covey
Influential people get results. The difference between successful people and unsuccessful people is their type of work. These seven habits are what make all the difference.
13. The Startup Owner’s Manual by Steve Blank
This is a guide by Stanford professor Steve Blank. This book teaches the steps at over 100 universities, including Stanford. As entrepreneurs, we’ve always wanted someone to show us the way…this is it….your guide to building a startup from scratch.
14. Rework by David Heinemeier and Jason Fried
Rework is all about unconventional ways. It shows you how to succeed faster by being the opposite. A must-read for those who hate the old traditional way of doing things.
15. Launch! by Scott Duffy
The difference between a successful and unsuccessful idea is how it launches to market. Therefore knowing how to take your idea to market strategy is the most crucial step to success. It’s like racing a car; if you fail at starting, you get nowhere in the end, and if you start late, you lose the race. This book shows you how to go from idea to market in 90 days.
16. The E Myth Revisited by Michael E. Gerber
Do you know how there are a lot of reasons why some businesses don’t work and all the myths that surround the industry? Well…this book clears that up for you and walks you through the life of a business. You’ll be sure you’re building a healthy business – it’s like learning from other people’s mistakes.
17. No BS Price Strategy by Dan S. Kennedy
Pricing isn’t as straightforward as it seems to be. Prices determine how much cash you can make and grow your business. If you price too low, you’ll suffer a slow, painful growth or even a firm “death.” On the other hand, if you price too high, you’ll put the customer’s expectations so high when they see such a price tag…
So study this part well regardless of how easy it may look.
18. How to Win Friends and Influence People by Dale Carnegie
If you can influence people, you can sell to them more accessible. It’s the difference between an influencer and a follower. Imagine people following you because YOU affect them. You will become more influential in your field by learning what this book teaches.
19. Getting to Yes: Negotiating an agreement by Roger Fisher and William L. Ury without giving in.
Whether your customers can negotiate the price for your products or not, you will have to deal with your suppliers and employees at some stage.
Negotiation isn’t just important in selling and helps get people to agree with you. Imagine always hearing a yes?
20. Spin – Selling by Neil Rackham
Selling a low-value product isn’t the same as selling a high-value product – it’s been tested and studied by Rackham. Ten thousand people did more than 35,000 sales calls over 12 years, and the results are presented in this book. But it doesn’t end there…leading today’s companies to use these strategies to earn top dollar.
21. Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
I left this for last not because it’s the worst, but because it’s an ultimate classic. It’s a short and simple book with a few principles that will help you close sales today and in the future. Jeffrey also explains the why behind it all, so you’ll get to know why you’re doing something rather than blindly following tips someone told you about.
So there it is. Twenty-one books to stack in your library if you want to be one of those successful entrepreneurs who can sell their ideas, products, and services.
