When you’re running a small business, sales isn’t a “nice-to-have”. It’s the lifeline of your entire operation. Whether you’re pitching new clients, negotiating deals, or simply trying to stay consistent with outreach, the right guidance can make an immediate difference.
This month’s November Book Look highlights three powerful sales books that deliver practical strategies you can use right away. Each one brings its own flavor: disciplined prospecting, tactical negotiation, and hands-on selling fundamentals.
1. Fanatical Prospecting by Jeb Blount
Blount makes one thing clear: prospecting is the most important activity in sales, yet it's the one professionals avoid the most. The book breaks down the mindset, habits, and systems needed to keep your pipeline full. It covers cold calling, email, social selling, and time management — all designed to help you build consistency and discipline in outreach.
Blount introduces the 30-Day Rule: the prospecting you do today will impact your sales results for the next 30 days. If you stop or slow down, your pipeline dries up fast.
For entrepreneurs juggling multiple responsibilities, it’s easy to neglect outreach until it’s too late. Fanatical Prospecting gives you a structure to prevent revenue droughts and ensures you’re always generating new opportunities.
2. Never Split the Difference by Christopher Voss & Tahl Raz
Written by a former FBI hostage negotiator, this book applies high-stakes negotiation tactics to everyday business. Voss teaches methods like tactical empathy, calibrated questions, mirroring, and labeling: tools that help you understand the other side and guide conversations to better outcomes.
Voss emphasizes “No” as the start of the real negotiation, not the end. When someone says no, they’re protecting their boundaries, not rejecting your offer. That’s when genuine problem-solving begins.
Negotiation shows up everywhere: pricing discussions, vendor agreements, client expectations, contract terms, even team communication. Learning Voss’s techniques helps small business owners secure better deals without damaging relationships.
3. You Can’t Teach a Kid to Ride a Bike at a Seminar by David H. Sandler
This is a foundational text on the Sandler Selling System, a sales methodology known for being consultative, honest, and counterintuitive. Instead of pushing features or chasing prospects, Sandler focuses on qualifying, asking the right questions, and identifying real pain points before moving forward.
One of the strongest principles in the book is the “Up-Front Contract”: a simple, structured agreement at the beginning of any meeting that outlines what will happen, what both sides expect, and the desired outcome. It eliminates confusion and increases trust.
Many entrepreneurs unintentionally waste time on unqualified prospects or feel pressured to “sell hard.” Sandler’s system helps you take control of sales conversations while staying ethical and customer-centric. It’s invaluable for owners who want to sell confidently without feeling sales-y.
Sales can feel intimidating, but the right strategies turn it into a skill you can master. These three books offer practical tools you can use immediately in your small business. Whether you're looking to fill your pipeline, navigate better deals, or improve the way you interact with prospects, this month’s picks provide a strong foundation.