10 books to read that will make you a better salesperson

Jun 22, 2022

Man reading sales book

Never underestimate the power of reading. It’s incredibly easy for us all, whether at work or home, to get complacent in our daily routine – regularly reading pushes our boundaries and encourages us to step outside of our comfort zone. After all, every time you read something new, you learn something, you expand your vocabulary, exercise your brain and you grow as an individual – both professionally and personally. For dealership salespeople especially, reading helps to boost your emotional intelligence, which in turn will improve your understanding of customers and allow you to show better empathy for a shopper’s needs. Ultimately, it goes without saying that reading books that have been written specifically to help make you a better salesperson will enhance your professional development in the automotive industry. 

Are you ready to pick your next read? Here, we’ve listed 10 books, carefully chosen with vehicle industry professionals in mind, that you need to check out if you want to become a better salesperson. If you’re not already reading one of these books, then this is your sign to order yourself a copy right now. Read and review yourself, or share with your team – after all, better salespeople can only lead to one thing and that’s more cars sold at your dealership. 

From Zero to Hero: How to Master the Art of SELLING CARS by Jeffrey Knott

This revised version of Jeffrey Knott’s award-winning bestseller is written to help readers earn their way to becoming the top salesperson at their dealership. Knott shaped his book around nearly 30 years of experience in the automotive industry, drawing on his proven techniques for becoming a highly successful salesperson.

As well as gaining a better understanding of what influences customers, Knott helps readers to reflect on their own attitudes, level of enthusiasm, and actions, by offering tips and tricks on how to increase job security and avoid counting down the days until they get their paycheck. 

Why the SnapCell team loves this book? Knott breaks down every stage of the selling process by diving deep into the car industry, giving readers a real insight into the ins and outs of the sector. From new car salespeople to industry veterans, this is a must-read for any salesperson wanting to transform their job, giving them the push they need to become a more efficient professional.

The Number One Best Selling Book … for Automotive Sales Professionals by Paul Webb

This number one bestselling book aims to drive readers to the top of their profession. Webb has spent more than 40 years helping dealerships turn their strategy into results through invaluable training sessions, enabling automotive businesses across the globe to drastically improve the effectiveness of their sales and leadership solutions. Webb has now adapted his training sessions into a book, offering strategic information to readers, written specifically for those in the automotive industry.

Why the SnapCell team loves this book? If you’re looking for a read that pushes your boundaries and challenges you as a professional, then this is for you. Bursting with practical insights and techniques, The Number One Best Selling Book…for Automotive Sales Professionals makes you think differently about your sales strategy and explore alternative methods to better suit your dealership.

Words That Sell Cars: Proven Word Tracks to Transform Your Sales Team’s Performance & Improve Your Bottom Line, Fast! by Simon Bowkett  

In an industry that’s forever changing, automotive professionals need to keep up-to-date with today’s methods. What worked then, might not necessarily work now – and ultimately, to be successful, car salespeople must be able to adapt their techniques to suit the modern-day shopper. In his book, Bowkett aims to empower salespeople to love their job again and what’s more, love the sales process.

Why the SnapCell team loves this book? This isn’t just about your salespeople, it’s about managers too. Bowkett wants to help managers retain their salespeople and better still, keep them motivated. After all, a better sales team starts at the top, right? Plus, get your hands on a day-by-day sales plan – including 100 proven-to-work sales conversation suggestions – to help you and your team smash your goals. 

How to Sell 100 Cars a Month by Damian Boudreaux and Ali Reda

For those wanting to push their limits and reach their full potential, get your hands on this must-have read by Damian Boudreaux and Ali Reda. Shaped around their ethos: ‘everything in life is impossible, until it’s done… then it’s inevitable’, Boudreaux and Reda want to help the car salespeople to think differently and in turn, start approaching their jobs differently.

Why the SnapCell team loves this book? It’s the ambition and optimism that so clearly shines through from Boudreaux and Reda. Is it really possible to sell 100 cars in a month? Boudreaux and Reda are out to prove that it’s totally possible, by blowing the doors off traditional sales techniques. This book is all about getting car salespeople to the next level – and pushing themselves to combat their comfort zone and instill ambition to reach the next milestone. 

The Car Salesman’s Bible: How to truly make six figures selling cars by Ron Vest

Whether you’re a newly appointed car salesperson or an old-timer who’s familiar with the role, Ron Vest wants to provide you with a manual on how to achieve ultimate success in the vehicle industry. 

With more than 20 years of experience in the industry behind him, and having trained hundreds of salespeople, Vest decided to convert his step-by-step courses into a book. Designed to be more than just a book but a tool for car salespeople, and what’s more, quite literally The Car Salesman’s Bible.

Why the SnapCell team loves this book? Forget traditional methods, it’s time to do things the Ron Vest way. This is an essential read for any car salesperson, but especially those who are new to the industry or contemplating a move into the sector and want to build their confidence.

Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers by Steve Stauning

Written by automotive industry veteran Steve Stauning, this empowering read encourages salespeople to grab hold of their careers and take back control of the profession they love. 

Stauning himself is a sought-after consultant who has worked across the industry with dozens of companies, including large automotive OEMs, dealer groups, and industry vendors. 

Why the SnapCell team loves this book? It’s all about the chat. Centered around the way salespeople communicate with the shopper, Stauning dives deep into conversations that should be had with customers, including how a more direct approach and the right guidance will encourage buyers to part ways with their cash.

Secrets of Closing the Sale by Zig Ziglar

If you haven’t heard of Zig Ziglar, where have you been hiding? An American author, salesman, and motivational speaker, Ziglar, a World War Two veteran was widely known for his life-changing inspirational presentations. 

Think of the revised version of this book as your guide to getting every shopper to say ‘yes’. After all, for car salespeople, it’s the most essential part of the sale, right? The bit where the shopper agrees to buy the vehicle. You’ll now be given a real insight into Ziglar’s secret selling methods, including tried and tested closings for every kind of persuasion and professional tips from America’s 100 most successful salespeople.

Why the SnapCell team loves this book? At the heart of this book is Ziglar’s pride and passion. It’s clear that Ziglar was proud of his career and he wants that same enthusiasm to rub off on the reader. The best bit about Ziglar’s book is that you can apply his teachings to every aspect of your life, to make you a better all-rounded person. In turn, we truly believe that being a more confident and content person at home will have a direct impact on you as a car salesperson in the dealership. 

The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer

The Sales Bible: The Ultimate Sales Resource has been the go-to book for thousands of sales professionals for a long time, and those in the automotive industry are no exception. 

Designed to bear a similar resemblance to The Bible, this book consists of 12 parts, each containing between one and five chapters – or commandments – which are each then presented as advice lists. This easy-to-follow format is a must-have read for any car salesperson looking for a guide to keep on hand, to refer back to when they need it most. 

Why the SnapCell team loves this book? Gitomer cleverly takes things back to basics. He strips down the sales techniques, referring back to those simple questions and challenges that so many car salespeople find themselves facing on a daily basis. However long you’ve worked in the industry, Gitomer’s advice proves priceless for anyone with both basic and advanced car selling experience. 

Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley

Even the most skilled vehicle salesperson buckles under pressure every now and again – whether you find yourself being challenged by a tricky customer, or quickly caving into demands from vehicle buyers wanting a better deal. According to sales trainer Colleen Stanley, salespeople should build their emotional intelligence to respond better during such situations. Here, Stanley shares her tips and tricks for expanding your emotional toolkit, and sharpening up your sales skills, so you can overcome these tough encounters. 

Why the SnapCell team loves this book? We admire how Stanley explores the different layers of selling. She doesn’t simply consider best practices, but she analyzes how the emotions of a salesperson can really influence their pitch. Stanley’s advice won’t just help to shape you as a professional, but on a personal level too – which, ultimately, will help to drive your performance and better still, your success.

How to Master the Art of Selling by Tom Hopkins

Here, Tom Hopkins’ book is centered entirely around a car salesperson taking back control of the mood, of the conversation. Not only does Hopkins teach the reader how to generate referrals but also how to identify potential customers as a car salesperson, something that proves extremely useful in today’s modern-automotive industry.

Why the SnapCell team loves this book? We can’t get enough of the way Hopkins seamlessly blends digital and traditional marketing strategies. He spends time clearly focusing on communicating with customers via email, without forgetting the importance of marketing over the phone, both of which are fundamental to every dealership’s sales strategy. 

Are you ready to become a better salesperson?

To grow as an automotive salesperson, you need the right tools – and one of those tools, is undoubtedly SnapCell. Designed with those in the vehicle industry in mind, the SnapCell app provides car salespeople with the ability to seamlessly create high-quality videos at the simple push of a button. Schedule your free demo of SnapCell today.

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