Los 20 mejores libros de ventas que probablemente esté leyendo Elon Musk
“How do I start?”
It’s the question we often ask ourselves before we embark on a new venture.
El vendedor por excelencia no es diferente.
Todos tenemos que empezar en algún sitio y de alguna manera.
When in need of guidance, we often rely on books to show us the way. But picking up the right book can be tough. How do you know which one has the answers you’re looking for?
Searching Amazon for ‘sales’ will get you something north of 9 million sales book titles.
We don’t want you to waste your time.
Nos hemos puesto en contacto con Elon Musk, el hombre que aprendió a construir cohetes leyendo libros, y le hemos preguntado qué libros son los mejores para aprender el oficio de vendedor.
Unfortunately, Elon didn’t get back to us.
We think he’s a bit busy being a rockstar CEO of a few multi-billion dollar companies.
That’s okay.
En su lugar, hicimos que un dron de Amazon volara hasta su biblioteca para echar un vistazo a su estantería y elegimos a dedo los 20 mejores libros de ventas de todos los tiempos.
Without further ado: here’s the hit list of how-tos for salesmen, from sales prospecting, coping with rejection and leadership tips, to honing the right attitude.
Want to sell more in no time? Check out our Sales Pipeline Masterclass to learn how to build the ultimate sales pipeline. 💪
Los mejores libros de ventas de todos los tiempos
1. The Ultimate Sales Machine — Chet Holmes
What’s this sales book about?
Holmes, en su libro para dirección, marketing y ventas, ofrece estrategias probadas sobre cómo afinar y sopar prácticamente todos los aspectos de su negocio dedicando sólo una hora a la semana a cada área de impacto que desee mejorar.
Desacredita el clásico error de los vendedores impulsivos que se lanzan a las nuevas tendencias, y en su lugar sugiere centrarse en una selección de doce áreas críticas específicas de mejora como principio rector.
Who’s this for?
Sales managers and salesmen alike who want to be successful — basically, everyone with an inclination to sales.
¿Por qué leerlo?
It’s been dubbed the compact package of the most potent life changing principles that is fun and easy to read — I’m sold, too.
¿Qué dice la gente?
“Re-read this book every 30 days for a year, maybe two years, and if you are not at the top of the game then it is time to find a new game.”
— Dustan Woodhouse, via Good Reads
2. SPIN Selling — Neil Rackham
What’s this sales book about?
Este innovador recurso escrito por Rackham es el primer libro que examina específicamente la venta de productos y servicios de alto valor.
Venta SPIN detalla la revolucionaria estrategia SPIN (Situation, Problem, Implication, Need-payoff) que permitirá a los lectores aumentar drásticamente su sales pipeline de grandes cuentas con sólo seguir sus técnicas sencillas, prácticas y fáciles de aplicar.
Who’s this for?
Venta SPIN es una lectura esencial para cualquiera que se dedique a la venta o a la gestión de una fuerza de ventas.
¿Por qué leerlo?
Packed with real-world examples, illuminating graphics, and informative case studies — and backed by hard research data — Venta SPIN is the best sales book to understand and produce record-breaking high-end sales performance. Won’t be taking any chances and miss this one if I were you.
¿Qué dice la gente?
“SPIN Selling is, like other successful thing in life, counter-intuitive. Takes you through a journey from what is evident, and wrong, to what lies beneath the surface, and is right. Written in a clear, straightforward style, keeps your attention throughout the journey to become the successful seller you are willing to be.”
— Rafael Funes, via Amazon Reviews
3. Secrets of Closing the Sale — Zig Ziglar
What’s this sales book about?
Ziglar’s book will let you in on the winning techniques for getting positive responses and closing deals.
Full of entertaining stories and real-life illustrations, Ziglar’s strategies and guidelines will show you how to be proficient in the art of effective persuasion.
Who’s this for?
Whether presenting a product or principle, service or idea, we all engage in sales. This book is for the quintessential salesman — let Ziglar light your path to successful sales closing.
¿Por qué leerlo?
Ziglar’s principles of success are easy to understand and apply. And they have a far-reaching impact. His proven methods will lead you to face your prospects with enthusiasm and confidence.
¿Qué dice la gente?
“I dove into as many of Ziglar’s tapes and books as I could to develop my abilities. Within a few years, I was breaking every sales record imaginable.”
— Linda Burzynski, Computer Moms International
4. How to Win Friends and Influence People — Dale Carnegie
What’s this sales book about?
Durante más de sesenta años, los consejos de Dale Carnegie, sólidos como una roca y probados con el paso del tiempo, han llevado a miles de personas, ahora famosas, a ascender por la escalera del éxito.
Learn the twelve ways to win people to your way of thinking, the nine ways to change people without arousing resentment, the six ways to make people like you, and the three fundamental techniques in handling people in Carnegie’s famed sales manual.
Who’s this for?
This is THE self-help book for learning to relate to people — that means it’s written for anyone and everyone, basically. For the people person and the non-people person, this is the best sales book to build the foundation for your interpersonal skills.
¿Por qué leerlo?
Because “no book matters more than this one”. An out-and-out classic because Carnegie teaches timeless truths in timeless ways. Salesman or not, you’re bound to be enlightened by Carnegie’s teachings.
¿Qué dice la gente?
“Should have read it sooner.”
— Timbo, via Amazon Reviews
5. The Greatest Salesman in the World — Og Mandino
What’s this sales book about?
Mandino’s book is, in essence, a guide to a philosophy of salesmanship and success through the chronicle of Hafid, a poor camel boy who ultimately achieves a life of abundance.
The book’s main draw is the secrets embedded in the ancient scrolls, which will have you everlasting lessons on salesmanship. If Mandino’s suggested reading structure is followed, it would take about 10 months to complete the book for the optimal reading experience.
Who’s this for?
El aspirante a vendedor.
¿Por qué leerlo?
It’s been dubbed the compact package of the most potent life changing principles that is fun and easy to read — and I’m sold, too.
¿Qué dice la gente?
“I read this book 25 years ago on a business trip to Chicago. Not beverage service, turbulence, nor a thunderstorm could get me to look up from it. I think I read it in a day. The flight attendant asked about it at the end of the flight. “That must be one very good book,” she said. It is.”
— Anonymous, via Amazon Reviews
6. Little Red Book of Selling — Jeffrey Gitomer
What’s this sales book about?
If salespeople are worried about how to sell, Gitomer believes they are missing out on the more important aspect of sales: why people buy. This, he says, is “all that matters”.
El pequeño libro rojo de la venta es un libro lúdico que pretende desmitificar los principios de compra para los vendedores.
Short, sweet, and to the point, it’s packed with answers that people are searching for in order to help them make sales for the moment, and the rest of their lives.
Who’s this for?
Muy recomendable para una persona o un equipo en la profesión de ventas.
¿Por qué leerlo?
Los vendedores odian leer, y por eso El pequeño libro rojo de la venta es atractivo y accesible, y está repleto de divertidas viñetas, citas y frases para llevar. Aborda el tema de las ventas con una animada combinación de humor y profesionalidad para ayudar a los vendedores a abrir muchas más puertas.
¿Qué dice la gente?
“This isn’t just a red book; it’s a Red Bull of high-energy sales tips & counsel.”
— David Dorsey, The Wall Street Journal
7. Selling to Big Companies — Jill Konrath
What’s this sales book about?
Get your foot in the door of big companies with Konrath’s sure-fire strategies to cracking into big accounts, shrinking your sales cycle, and closing more business.
Stop making endless cold calls or waiting for the phone to ring. It’s high time you start positioning yourself as an invaluable resource, rather than a relentless product pusher. Vender a grandes empresas le enseñará a dirigirse a las cuentas en las que tiene más probabilidades de éxito.
Who’s this for?
El mejor libro de ventas para altos ejecutivos de ventas y consultores que trabajan en preventa.
¿Por qué leerlo?
Vender a grandes empresas offers a practical step-by-step guide and template with examples based on hard experience, perceptiveness and persistence — a real-life guide to the real life.
¿Qué dice la gente?
“This is some of the best advice I have heard.”
— Jack Covert, 800-CEO-READ
8. Solution Selling — Michael T. Bosworth
What’s this sales book about?
Bosworth’s book reveals a process to take the guesswork out of difficult-to-sell, intangible products and services.
Permite a los vendedores hacer de su forma de vender una ventaja tan grande como su producto o servicio.
Who’s this for?
Tanto vendedores como jefes de ventas. Venta de soluciones es un manual específico de estrategia de ventas que va al grano y le muestra cómo familiarizarse con su mercado de consumidores.
¿Por qué leerlo?
Understand buyer psychology with Bosworth’s bible. It brings to the table a revolutionary step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyers’ expectations will be met.
¿Qué dice la gente?
“Loved this book so much I built this sales methodology into our organization and require it to be read by all new sales hires.”
— Robert, via Good Reads
9. The New Strategic Selling — Robert B. Miller & Stephen E. Heiman
What’s this sales book about?
Rejecting manipulative tactics and emphasizing process, Heiman and Miller propelled the idea of selling as a joint venture and introduced one of the decade’s most influential concepts, the Win-Win.
Their book presents the assets and mechanisms of a unique sales system that has been proven successful by even America’s best companies.
Who’s this for?
Este libro ofrece valiosos consejos a los ejecutivos de desarrollo empresarial en particular.
¿Por qué leerlo?
Si usted es un vendedor interesado en acelerar las cosas y llevar a su equipo de ventas a un nivel superior, Venta estratégica es su programa de referencia. Ofrece instrucciones detalladas paso a paso para la gestión de cuentas, la evaluación de oportunidades y la creación de confianza.
¿Qué dice la gente?
“This book changed my life 30 years ago. I have gifted it dozens of times, because it’s process is simple, timeless and repeatable for all people in sales of any age, at any time. Organize, downsize and thrive.”
— Robin Olin, via Amazon Reviews
10. How to Say It — Geoffrey James
What’s this sales book about?
Vender a otras empresas no es lo mismo que vender a los consumidores. Por eso, los comerciales de empresa a empresa deben tener unas habilidades totalmente distintas.
Learn to sell business to businesses like a seasoned pro. James’ book will let you in on the top tips for accelerating your sales cycle and building sales partnerships.
Who’s this for?
Cómo decirlo se dirige exclusivamente a los vendedores de empresa a empresa. Sus breves capítulos ofrecen consejos y estrategias especialmente adaptados al singular proceso de venta entre empresas.
¿Por qué leerlo?
James purges the mystery of the sales process with a crystal clear message of understanding with practical material that can be applied in all areas of business. It’s the best sales book to get honest, valuable advice apt for all levels of sales prospecting.
¿Qué dice la gente?
“Salespeople learn differently from the rest of us. They don’t want fluff, B.S., or yet another book that describes what worked for some author when they sold fax machines to Woolworth’s. What salespeople do want is straight talk about the tools, the strategies, and the tactics that will help them do one, and only one, very important thing: win business.
Here’s the good news: Geoffrey James, the best writer in the B2B sales, has gathered compelling, relevant, and thoroughly field-tested content from the experts in fifteen critical B2B selling areas and served them up for you in a powerful, organized, and deliciously consumable way. If you’re in sales or sales management you’re going to LOVE this book.”
— Dave Stein, Beyond the Sales Process, via Amazon Reviews
11. Never Be Closing — Tim Hurson & Tim Dunne
What’s this sales book about?
Selling better isn’t just a one-time thing; it’s a way to become a more valuable long-term partner. In their sales book, Hurson & Dunne present 12 explicit techniques that would mutually benefit both the seller and the client.
Nunca te cierres enseña a los vendedores cómo mejorar su estrategia y vender cualquier cosa a cualquiera utilizando un marco sencillo y repetible y un enfoque de resolución de problemas que resulta más beneficioso tanto para el vendedor como para el cliente.
Who’s this for?
Although this book’s practical content is catered for salespeople — sales managers, leaders, coaches — it really is about the way we could strengthen any relationship in trying to convince someone else of something.
¿Por qué leerlo?
The book features some groundbreaking tactical tools that could be added to one’s stable of never-failing coaching approaches or sales strategy. It provides illuminating insight and practical methods to communicate one’s point of view in a wide variety of situations that involve negotiating or persuasion. The ideas in this book can be implemented immediately with immediate results.
¿Qué dice la gente?
“If you’re serious about being successful, it’s a must read.”
— Jill Konrath, Agile Selling and SNAP Selling
12. The Challenger Sale — Matthew Dixon & Brent Adamson
What’s this sales book about?
La venta del Challenger sostiene que la construcción clásica de relaciones se ha convertido en un enfoque perdedor, especialmente cuando se trata de vender soluciones complejas y a gran escala de empresa a empresa.
Dixon’s study found that only one type of sales rep — the Challenger — delivers consistently high performance. Rather than acquiescing to the customer’s every whim and fancy, Challengers are assertive, pushing back when necessary, taking control of the sale.
Añade que las cualidades que hacen únicos a los Challengers son replicables y enseñables al representante de ventas medio. Una vez que entienda cómo identificar a los Challengers en su organización, su enfoque puede modelarse e integrarse en toda su fuerza de ventas.
Who’s this for?
La venta del Challenger se recomienda encarecidamente a ejecutivos de ventas, directivos y, sobre todo, a profesionales.
¿Por qué leerlo?
El libro de ventas viene muy promocionado y ha generado nuevos conocimientos basados en una amplia investigación del Sales Executive Council sobre los atributos de los profesionales de ventas de éxito, que son fundamentales en el libro. Toda la información facilitada por La venta del Challenger han estado bien informados.
¿Qué dice la gente?
“This is a must-read book for every sales professional. The authors’ groundbreaking research explains how the rules for selling have changed — and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.”
— Ken Revenaugh, vicepresidente de operaciones de venta, Oakwood Temporary Housing
13. The Magic of Thinking Big — David J. Schwartz
What’s this sales book about?
En su libro, Schwartz presenta un plan de juego juiciosamente diseñado para sacar el máximo partido de su trabajo, su matrimonio, su vida familiar y su comunidad.
La magia de pensar a lo grande proves that you don’t need to have innate talent or immense intellect to attain great success and satisfaction. What you need to do however is to learn and understand the habit of thinking and behaving in ways that will get you there.
Who’s this for?
La magia de pensar a lo grande is the best self-help book for anyone with the intent of nurturing the right attitude and approach to live. That basically means everyone, because… who doesn’t?
¿Por qué leerlo?
Think success, don’t think failure: the mantra of belief in oneself is the core premise of this book. Brimming with indispensable notions and vital secrets, Schwartz’s rock-solid philosophy compels you to think beyond the mundane status quo and strive for excellence. To quote Schwartz, “Think Big and you’ll live big. You’ll live big in happiness.”
¿Qué dice la gente?
“This book changed the way I look at the world, and will remain a powerful reminder of the great things that can be accomplished with the right attitude.”
— David Rosage, vía Good Reads
14. To Sell is Human — Daniel H. Pink
What’s this sales book about?
Pink recurre a un rico acervo de ciencias sociales para sus intuiciones contraintuitivas en Vender es humano. He reveals the new ABCs of moving others and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Along the way, he unveils the six successors to the elevator pitch, the five frames that make your message persuasive, the three rules for understanding another’s perspective, and more.
Who’s this for?
Everyone — a worthy read for an improvement in your everyday interactions.
¿Por qué leerlo?
The fact is — if you haven’t already derived from the earlier parts of this post — that everyone is in sales in some way. We’re all trying to move others to listen to us, buy from us, or do things for us. Pink’s research and writing style make this an incredibly informative guide to life around this practical necessity.
¿Qué dice la gente?
“Dan Pink is an alembic. A what? An alembic. Think mad scientist (or maybe alchemist). An alembic is that funky looking glass thingie, round on the bottom, crooked neck, sitting over a flame with liquid happily bubbling away. The liquid is vaporized, travels through the neck into a curlicue glass dealybob and comes out the other end condensed and distilled. That’s what Dan does; takes in a ton of information from our ever-changing world, percolates it, condenses and distills it, then jots down the results in a fun, easy-to-read, easy-to-understand style.”
— C.A. Hurst, via Good Reads
15. Pitch Anything — Oren Klaff
What’s this sales book about?
“Better method, more money… Much better method, much more money.” One truly great pitch can improve your career, make you a lot of money, and even change your life.
Basándose en las últimas investigaciones en el campo de la neuroeconomía, Klaff explica en su libro cómo el cerebro toma decisiones y responde a los lanzamientos, al tiempo que comparte las esclarecedoras crónicas de su método en acción.
Who’s this for?
El liderazgo es esencial en todos los aspectos de la vida. Lanzar cualquier cosa es una herramienta imprescindible para principiantes y profesionales que deseen mejorar su método de lanzamiento.
¿Por qué leerlo?
The exclusive “STRONG” framework and strategies outlined in Lanzar cualquier cosa can be applied immediately to engage and persuade your audience. And soon after, you’ll find yourself having more funding and support than you ever thought possible.
¿Qué dice la gente?
“What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.”
— Ralph Cram, Investor, via Amazon Reviews
16. Predictable Revenue — Aaron Ross & Marylou Tyler
What’s this sales book about?
Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth and… wait for it… with zero cold calls.
Aaron Ross, también uno de nuestros estimados invitados al podcast Founder Coffee, revela información particular sobre los Siete Errores Fatales de Ventas que cometen los CEOs y los VPs de Ventas, y sobre el desarrollo de equipos de ventas autogestionados que convertirán a tus empleados habituales en mini-CEOs, aumentando la eficacia de tu fuerza de ventas.
Who’s this for?
Ingresos previsibles es el mejor libro de ventas para CEOs, VPs de ventas y emprendedores para aprender cómo empezar a construir una máquina de ventas eficiente.
¿Por qué leerlo?
Ross’s methods promise to exacerbate your sales process by producing a profitable and scalable new stream of predictable revenue. Best part: many had a blast while doing it!
¿Qué dice la gente?
“I have read Predictable Revenue and it’s Entrepreneurial Crack!”
— Damien Stevens, CEO, Servosity
17. How to Master the Art of Selling — Tom Hopkins
What’s this sales book about?
En su libro de ventas de un millón de ejemplares, Hopkins le mostrará cómo sus magníficas técnicas de venta pueden ser suyas.
Triunfe en la profesión de vendedor aprendiendo a vender a las personas más importantes que conoce. Aprenda técnicas de prospección con y sin referencias, técnicas telefónicas eficaces, cómo preparar la primera reunión y cómo manejar las objeciones, entre otras técnicas.
Who’s this for?
Cómo dominar el arte de vender es ideal para ti si trabajas en ventas y quieres aumentar tus ventas.
¿Por qué leerlo?
The book details broader challenges around sales and offers first-rate suggestions, memory items, and phrases, and examples of how to use them. Hopkin’s techniques are practical and applicable to anyone in sales.
¿Qué dice la gente?
“What Hopkins sets out to do is motive… He succeeds… One of the most useful books on selling.”
―Small Business News
18. Sell or Be Sold — Grant Cardone
What’s this sales book about?
In Cardone’s classic philosophy, everything in life can and should be treated as a sale. Knowing the principles of selling is a prerequisite for success of any kind.
Con este libro de ventas aprenderá a llenar su cartera de nuevos negocios, gestionar el rechazo, dar la vuelta a situaciones negativas, sobresalir incluso en medio de la recesión económica, acortar los ciclos de ventas y, sobre todo, garantizarse a sí mismo la grandeza.
Who’s this for?
It’s a book not just for salespeople, but for anyone — parents, teachers, managers, coaches, etc. — who needs to influence and motivate the behaviour of others. So pick up Cardone’s book and be the change of today.
¿Por qué leerlo?
O vendes tus creencias y convicciones (ya sean ideas, productos o servicios de cualquier tipo), o te venden con las mismas. Vender o ser vendido will change the way you perceive the sale — and life at large — as you will be able to sell other people for what you want in life, rather than taking what others sell to you in life.
¿Qué dice la gente?
“Grant often calls his reader “Dog,” as in: “Listen up, Dog, this is seriously good stuff.” And it is. If you’re in sales (and, to be honest, who isn’t in sales, given that all of life, at the very least, involves selling your viewpoint to others) — if you’re in sales, listen up ’cause Grant’s got something important to say.”
— Matt Evans, via Goodreads
19. The Psychology of Selling — Brian Tracy
What’s this sales book about?
Tracy se empeña en duplicar o triplicar sus ventas en su guía de ideas, métodos, estrategias y técnicas.
These methods can be immediately applied in any market — yes, really — to generate sales faster and easier than ever before. It’s a time-honoured promise of prosperity that Tracy delivers time and again.
Who’s this for?
Novatos, aprendices y vendedores experimentados de alto rendimiento.
¿Por qué leerlo?
It serves as an instructional blueprint — or as a road map — to establish, build, grow and maintain a successful sales career. It is a practical, easy to read return to the fundamentals of professional salesmanship guide articulated in a progressive step-by-step process that will teach you how to grow from “good” to “great” in the highly competitive business of sales.
¿Qué dice la gente?
“Just when you thought he couldn’t get better, he does. Brian Tracy’s words simply cannot be missed, no matter who you are or what you do.”
— Vaishali, via Goodreads
20. The Best Damn Sales Book Ever — Warren Greshes
What’s this sales book about?
Greshes arroja luz sobre una única y sencilla verdad: las personas motivadas, positivas y orientadas a objetivos son las que más venden.
Learn to project a friendly, positive attitude with Greshes’ El mejor libro de ventas. Este libro contiene todo ese oro de los gurús de la motivación y el punzón adicional de cómo establecer objetivos y diseñar planes de acción que le ayudarán a centrar sus esfuerzos en afianzarse en una senda de éxito.
Who’s this for?
Learn to motivate yourself to action with this book that’s meant for any and every aspiring successful salesperson.
¿Por qué leerlo?
El mejor libro de ventas is a one-of-a-kind guide to honing the primal impetus — your attitude — for what it truly takes to achieve and maintain real sales success.
It doesn’t cover the important hard stuff, a.k.a. the art of prospecting, closing, gathering referrals, or presentation for one simple reason: they’re practically useless without the right attitude and motivation.
¿Qué dice la gente?
“Best Damn Book.”
— Anonymous, via Amazon Reviews
Here’s to becoming a true sales ninja. Enjoy the read!
¿Siente curiosidad por saber cómo puede mejorar aún más su juego de ventas?
Organizing your leads and customers in the right CRM will bring your sales game to the next level. Salesflare lets you know who’s opening your emails, checking out your website, and which accounts have gone inactive and need following up.
Dado que toda la información sobre empresas y contactos se enriquece automáticamente para usted, puede dedicar más tiempo a aprender de los libros de ventas, hablar con los clientes y cerrar acuerdos, en lugar de perder el tiempo introduciendo datos en su CRM.
You can even automate your prospecting and sales follow up with Salesflare’s email workflows. Send personalized emails to prospects without them knowing it wasn’t you sitting there manually sending the email yourself.
Using the right CRM and setting it up properly makes or breaks how well you can handle following up and closing deals. Give Salesflare a try and see how your sales improve. It’s set up in minutes. And we’re always there to help!
- Los 20 mejores libros de ventas que probablemente esté leyendo Elon Musk - 14 de febrero de 2023
- 6 formas infalibles de conseguir para tu startup sus primeros 100 clientes - 6 de diciembre de 2022
- Cómo construir un embudo de ventas que venda - 2 de septiembre de 2021