I 20 migliori libri sulle vendite che Elon Musk sta probabilmente leggendo

I migliori libri di vendita di tutti i tempi

1. The Ultimate Sales Machine — Chet Holmes

What’s this sales book about?

Holmes, nel suo libro per la gestione, il marketing e le vendite, offre strategie comprovate su come mettere a punto e arricchire praticamente ogni aspetto della vostra attività dedicando solo un'ora alla settimana a ogni area d'impatto che volete migliorare.

L'autore sfata il classico errore dei venditori impulsivi che si buttano sulle nuove tendenze e suggerisce invece di concentrarsi su dodici aree critiche specifiche di miglioramento come principio guida.

Who’s this for?

Sales managers and salesmen alike who want to be successful — basically, everyone with an inclination to sales.

Perché dovreste leggerlo?

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.

Cosa 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?

Questa risorsa innovativa, scritta da Rackham, è il primo libro che esamina specificamente la vendita di prodotti e servizi di alto valore.

Vendita SPIN descrive nei dettagli la rivoluzionaria strategia SPIN (Situazione, Problema, Implicazione, Necessità-Payoff) che consentirà ai lettori di aumentare drasticamente la loro portafoglio di vendite da parte dei clienti più importanti semplicemente seguendo le sue tecniche semplici, pratiche e facili da applicare.

Who’s this for?

Vendita SPIN è una lettura essenziale per chiunque sia coinvolto nella vendita o nella gestione di una forza vendita.

Perché dovreste leggerlo?

Packed with real-world examples, illuminating graphics, and informative case studies — and backed by hard research data — Vendita 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. 

Cosa 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.

Perché dovreste leggerlo?

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.

Cosa 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?

Per più di sessant'anni, i consigli solidi e collaudati di questo libro di Dale Carnegie hanno fatto salire migliaia di persone ormai famose sulla scala del successo.

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.

Perché dovreste leggerlo?

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.

Cosa 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?

L'aspirante venditore.

Perché dovreste leggerlo?

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.

Cosa 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”.

Il Piccolo Libro Rosso della Vendita è un libro giocoso che mira a demistificare i principi di acquisto per i venditori.

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?

Altamente raccomandato per un individuo o un team nella professione delle vendite.

Perché dovreste leggerlo?

I venditori odiano leggere, ecco perché Il Piccolo Libro Rosso della Vendita è accattivante e accessibile, ricco di vignette divertenti, citazioni e frasi da prendere al volo. Affronta il tema delle vendite con una vivace combinazione di umorismo e professionalità, per aiutare i venditori a entrare in molte più porte.

Cosa 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. Vendere alle grandi aziende vi insegnerà come indirizzare gli account dove avete le maggiori probabilità di successo.

Who’s this for?

Il miglior libro sulle vendite per dirigenti e consulenti che lavorano nella prevendita.

Perché dovreste leggerlo?

Vendere alle grandi aziende 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.

Cosa 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.

Consente ai venditori di rendere il modo in cui vendono un vantaggio pari a quello del loro prodotto o servizio.

Who’s this for?

Sia per i venditori che per i responsabili delle vendite. Vendita di soluzioni è un manuale specifico per le strategie di vendita che va al sodo mostrandovi come conoscere il vostro mercato di riferimento.

Perché dovreste leggerlo?

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.

Cosa 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?

Questo libro offre consigli preziosi soprattutto ai dirigenti che si occupano di sviluppo del business.

Perché dovreste leggerlo?

Se siete venditori interessati a dare una spinta e a far crescere il vostro team di vendita, Vendita strategica è il vostro programma di riferimento. Offre istruzioni dettagliate, passo dopo passo, per la gestione degli account, la valutazione delle opportunità e la costruzione della fiducia.

Cosa 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?

Vendere ad altre aziende non è certo la stessa cosa che vendere ai consumatori. Ecco perché ai rappresentanti di vendita business-to-business è richiesta una serie di competenze completamente diverse.

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?

Come dirlo si rivolge esclusivamente ai venditori business-to-business. I suoi brevi capitoli forniscono suggerimenti e strategie studiate appositamente per il processo di vendita business-to-business, unico nel suo genere.

Perché dovreste leggerlo?

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.

Cosa 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.

Non chiudere mai insegna ai venditori come migliorare la propria strategia e vendere qualsiasi cosa a chiunque, utilizzando una struttura semplice e ripetibile e un approccio alla risoluzione dei problemi più vantaggioso sia per il venditore che per il 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.

Perché dovreste leggerlo?

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.

Cosa 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 vendita del Challenger sostiene che la classica costruzione di relazioni è diventata un approccio perdente, soprattutto quando si tratta di vendere soluzioni business-to-business complesse e su larga scala.

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.

Aggiunge che le qualità che rendono unici i Challenger sono replicabili e insegnabili al rappresentante medio. Una volta capito come identificare gli sfidanti nella vostra organizzazione, il loro approccio può essere modellato e incorporato in tutta la vostra forza vendita.

Who’s this for?

La vendita del Challenger è fortemente consigliato ai dirigenti di vendita, ai manager e, soprattutto, ai professionisti.

Perché dovreste leggerlo?

Il libro sulle vendite è molto apprezzato e ha generato nuove intuizioni basate su un'ampia ricerca del Sales Executive Council sugli attributi dei professionisti delle vendite di successo, che sono al centro del libro. Tutte le informazioni fornite da La vendita del Challenger sono stati ben informati.

Cosa 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 delle operazioni di vendita di Oakwood Temporary Housing

13. The Magic of Thinking Big — David J. Schwartz

What’s this sales book about?

Nel suo libro, Schwartz presenta un piano di gioco ben congegnato per ottenere il massimo dal proprio lavoro, dal proprio matrimonio, dalla propria vita familiare e dalla propria comunità.

La magia di pensare in 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 di pensare in 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?

Perché dovreste leggerlo?

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.”

Cosa 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, via Good Reads

14. To Sell is Human — Daniel H. Pink

What’s this sales book about?

Pink attinge a un ricco bagaglio di scienze sociali per le sue intuizioni controintuitive in Vendere è umano. 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.

Perché dovreste leggerlo?

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.

Cosa 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.

Attingendo alle ultime ricerche nel campo della neuroeconomia, Klaff, nel suo libro, spiega come il cervello prende le decisioni e risponde ai tiri, condividendo le illuminanti cronache del suo metodo in azione.

Who’s this for?

Il pitching è essenziale per la leadership in tutti gli aspetti della vita. Pitch Anything è un must per i principianti e i professionisti che vogliono migliorare il loro metodo di lancio.

Perché dovreste leggerlo?

The exclusive “STRONG” framework and strategies outlined in Pitch Anything 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.

Cosa 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, anche lui uno dei nostri stimati ospiti del podcast Founder Coffee, rivela informazioni particolari sui Sette Errori Fatali nelle Vendite che commettono gli Amministratori Delegati e i VP delle Vendite e sullo sviluppo di team di vendita autogestiti che trasformeranno i vostri dipendenti normali in mini-CEO, aumentando l'efficacia della vostra forza vendita.

Who’s this for?

Ricavi prevedibili è il miglior libro sulle vendite per amministratori delegati, responsabili delle vendite e imprenditori, per imparare a costruire una macchina di vendita efficiente.

Perché dovreste leggerlo?

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!

Cosa 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?

Nel suo libro sulle vendite da un milione di copie, Hopkins vi mostrerà come le sue grandi tecniche di vendita possano diventare vostre.

Riuscire ad affermarsi nella professione di venditore imparando a vendere alle persone più importanti che conoscete. Imparerete a fare ricerche su referral e non, a utilizzare tecniche telefoniche efficaci, a perfezionare il primo incontro e a gestire le obiezioni, oltre ad altre tecniche.

Who’s this for?

Come padroneggiare l'arte della vendita è l'ideale per chi svolge un lavoro di vendita e vuole aumentare le vendite.

Perché dovreste leggerlo?

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.

Cosa 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 questo libro sulle vendite imparerete a riempire la vostra pipeline di nuovi affari, a gestire i rifiuti, a ribaltare le situazioni negative, a eccellere anche in un periodo di crisi economica, ad accorciare i cicli di vendita e, soprattutto, a garantirvi la grandezza.

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.

Perché dovreste leggerlo?

O si vendono le proprie convinzioni e credenze (che siano idee, prodotti o servizi di qualsiasi tipo), o si viene venduti con le stesse. Vendere o essere venduti 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.

Cosa 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 si impegna a raddoppiare o triplicare le vendite nella sua guida di idee, metodi, strategie e tecniche.

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?

Novizi, apprendisti e venditori esperti e di alto livello.

Perché dovreste leggerlo?

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.

Cosa 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 fa luce su un'unica e semplice verità: le persone motivate, positive e orientate agli obiettivi vendono di più.

Learn to project a friendly, positive attitude with Greshes’ Il miglior libro sulle vendite di sempre. Questo libro racchiude tutto l'oro dei guru motivazionali, con in più la possibilità di definire obiettivi e piani d'azione che vi aiuteranno a concentrare i vostri sforzi per ancorarvi a un percorso di successo.

Who’s this for?

Learn to motivate yourself to action with this book that’s meant for any and every aspiring successful salesperson.

Perché dovreste leggerlo?

Il miglior libro sulle vendite di sempre 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.

Cosa dice la gente?

“Best Damn Book.”

— Anonymous, via Amazon Reviews

Here’s to becoming a true sales ninja. Enjoy the read!

Siete curiosi di sapere come potete migliorare ulteriormente il vostro gioco di vendita?

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.

Poiché tutte le informazioni sulle aziende e sui contatti vengono arricchite automaticamente, potete dedicare più tempo a imparare dai libri di vendita, a parlare con i clienti e a chiudere gli affari, invece di perdere tempo a inserire i dati nel vostro 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!

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