My favorite book would have to be Sales Dogs by Blair Singer. By the time I had read that book I had been in sales for several years. I had read many sales books prior to that. I have to say Sales Dogs changed my life. I am sure you would agree with me, it is not what you sell that determines your success or failure, it is how you sell it. It is how you help a person purchase your product or service. Every sales book I read taught me to know my product, how to use tie-downs, and memorize closing techniques. Those thing are great, don't get me wrong. Sales Dogs however, taught me about who I was as a salesperson, and how to create relationships with my customers. Not all sales people are created equal. We have different personalities and sales styles. It taught me how to be myself. As sales people we are under a lot of pressure to sell they way our managers want us to sell. When you try to emulate someone else's style you come off as phony or deceptive. As a sales person that is the worse thing you can do. I have to say it cost me a lot of sales. Once I was honest about who I was and, what my intentions were with my customers, people started to open up. The walls started to come down. They did not feel like they were being sold. It gave me more time to create rapport and ask questions. The old ways of "how can I get you in this car today?" are gone. People see right through that. It taught me to become the person people want to buy from. I highly recommend the book to anyone who is in business, not just sales people.