In order to be the best insurance agent you can be, you need to immerse yourself in your craft. Here are 10 great books that can help get your mind in the right place.
Reading is to the mind what exercise is to the body.
— Joseph Addison
Most people set some time aside each week for exercise in order to stay fit and healthy. So if we’re to heed the advice of the above quote, you should be exercising your mind in the same way by dedicating some of your time and energy to a good book. If you’re looking to keep your professional brain in tip top shape and make it stronger over time, check out any — or better yet, all — of these remarkable sales books.
The Sales Bible: The Ultimate Sales Resource
By Jeffrey Gitomer
Anything and everything you want to know about the sales process, you’ll find in this book. From simple tips and tricks to complex sales and marketing strategies, Gitomer’s bestselling classic runs the gamut — whether you’re a novice agent or seasoned sales pro, this one is a must-read.
Coaching Salespeople into Sales Champions
By Keith Rosen
While this book may be aimed more at agency directors than agents on the sales floor, everyone can learn a lesson from this informative and insightful resource. Managers will learn how to lead while salespeople will learn why they should embrace their role and how to excel.
New Sales. Simplified.
By Mike Weinberg
Especially relevant for new salespeople with small client bases, Weinberg’s volume is all about successful prospecting practices — but it doesn’t stop there: you’ll learn how to interact with different types of clients more effectively to build stronger relationships and close more deals, which is ultimately what every good sales book should be striving to accomplish.
By Dave Kurlan
If you’re a baseball fan, this is definitely the sales book for you — but even if you’re not, Kurlan’s simple analogy of “sales as sport” helps to elucidate his message. By using baseball metaphors to describe various processes, you’ll quickly grasp the bigger picture and figure out how to incorporate his tactics into your own workflow to great success.
The Best Damn Sales Book Ever
By Warren Greshes
Right off the bat, Greshes talks a big game — but you don’t give a book such a confident title without the content to back it up. The title is fitting, as he emphasizes that confidence and positivity are integral components of sales success. This attitude was enough to get you to buy the book, right? It seems as though Greshes might be onto something...
The Greatest Salesman in the World
By Og Mandino
Another book with a bold claim right off the bat, this classic is for the aspirational, mindful salesperson. It brims with positivity, showing you how selling can be an altruistic pursuit as well as a financial one.
The Psychology of Selling
By Brian Tracy
In order to sell to someone, you need to know what they’re thinking — and why. That said, it also helps to identify your own motivations at the most basic level. Tracy’s book lays it all out, leading you to a greater understanding of sales in general and, as a result, a significant boost in your numbers.
The Secrets of Closing the Sale
By Zig Ziglar
There’s a good chance you’ve already read this all-time great, or at least heard of it before. If you haven’t, there’s no time like the present; if you have, it probably couldn’t hurt to revisit its impactful lessons. Ziglar focuses on imbuing meaning within the relationships between you and your customers, since strong relationships foster trust, and in turn, sales growth.
High-Payoff Selling: Being Visible and Viable in the New Insurance Market
By Richard Coskren
While the other books on the list will help agents succeed via generalized sales advice, Coskren’s is directly focused on the insurance industry. It’s a full-on approach to integrating your life and work goals, customizing the services you offer, and securing your status within the industry based on your merits, rather than the size of your business.
Talking to Strangers: The Adventures of a Life Insurance Salesman
By Peter Rosengard
While this is more of a memoir than a self-help or guidebook, you’ll learn just as much from Rosengard’s experiences as you will from any other author’s tips. His truly remarkable life will inspire you to get out, do more, and above all, talk to people.(Main image credit: Caio/Pexels)