Os 20 melhores livros de vendas que Elon Musk provavelmente está lendo
“How do I start?”
It’s the question we often ask ourselves before we embark on a new venture.
O vendedor por excelência não é diferente.
Todos nós precisamos começar em algum lugar e de alguma forma.
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.
Entramos em contato com Elon Musk, o homem que aprendeu a construir foguetes lendo livros, e perguntamos a ele quais livros ele acha que são os melhores para aprender as regras do comércio de vendas.
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.
Em vez disso, fizemos com que um drone da Amazon voasse até sua biblioteca para dar uma olhada em sua estante e escolhemos a dedo os 20 melhores livros de vendas de todos os tempos.
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. 💪
Os melhores livros de vendas de todos os tempos
1. The Ultimate Sales Machine — Chet Holmes
What’s this sales book about?
Holmes, em seu livro para gerenciamento, marketing e vendas, oferece estratégias comprovadas sobre como ajustar e aprimorar praticamente todos os aspectos de sua empresa, dedicando apenas uma hora por semana a cada área de impacto que deseja melhorar.
Ele desmascara o erro clássico dos vendedores impulsivos que se aproveitam das novas tendências e, em vez disso, sugere o foco em doze áreas críticas específicas de aprimoramento como princípio orientador.
Who’s this for?
Sales managers and salesmen alike who want to be successful — basically, everyone with an inclination to sales.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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?
Esse recurso inovador, de autoria de Rackham, é o primeiro livro a examinar especificamente a venda de produtos e serviços de alto valor.
Venda de SPIN detalha a revolucionária estratégia SPIN (Situation, Problem, Implication, Need-payoff) que permitirá que os leitores aumentem drasticamente seu pipeline de vendas de grandes contas apenas seguindo suas técnicas simples, práticas e fáceis de aplicar.
Who’s this for?
Venda de SPIN é leitura essencial para qualquer pessoa envolvida em vendas ou no gerenciamento de uma equipe de vendas.
Por que você deveria lê-lo?
Packed with real-world examples, illuminating graphics, and informative case studies — and backed by hard research data — Venda de 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.
O que as pessoas dizem?
“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 que você deveria lê-lo?
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.
O que as pessoas dizem?
“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?
Por mais de sessenta anos, os conselhos sólidos e testados pelo tempo contidos neste livro de Dale Carnegie elevaram milhares de pessoas, hoje famosas, à escada do sucesso.
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 que você deveria lê-lo?
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.
O que as pessoas dizem?
“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?
O aspirante a vendedor.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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”.
Pequeno livro vermelho de vendas é um livro lúdico que visa desmistificar os princípios de compra para os 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?
Altamente recomendado para um indivíduo ou equipe na profissão de vendas.
Por que você deveria lê-lo?
Os vendedores odeiam ler, e é por isso que Pequeno livro vermelho de vendas é atraente e acessível, repleto de desenhos animados divertidos, citações e frases de efeito. Ele aborda as vendas com uma combinação animada de humor e profissionalismo para ajudar os vendedores a entrar em muitas outras portas.
O que as pessoas dizem?
“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. Vendendo para grandes empresas lhe ensinará como direcionar as contas para as quais você tem a maior probabilidade de sucesso.
Who’s this for?
Melhor livro de vendas para executivos de vendas sênior e consultores que trabalham em pré-vendas.
Por que você deveria lê-lo?
Vendendo para 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.
O que as pessoas dizem?
“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.
Ele permite que os vendedores tornem a maneira como vendem uma vantagem tão grande quanto seu produto ou serviço.
Who’s this for?
Tanto vendedores quanto gerentes de vendas. Venda de soluções é um manual específico de estratégia de vendas que vai direto ao ponto e mostra como se familiarizar com seu mercado consumidor.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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 livro oferece conselhos valiosos principalmente para os executivos de desenvolvimento de negócios.
Por que você deveria lê-lo?
Se você é um vendedor interessado em acelerar as coisas e elevar o nível de sua equipe de vendas, Vendas estratégicas é seu programa de referência. Ele oferece instruções detalhadas, passo a passo, para gerenciamento de contas, avaliação de oportunidades e construção de confiança.
O que as pessoas dizem?
“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 para outras empresas não é a mesma coisa que vender para consumidores. E é por isso que um conjunto de habilidades totalmente diferente é exigido dos representantes de vendas business-to-business.
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?
Como dizer isso atende exclusivamente a vendedores business-to-business. Seus capítulos curtos fornecem dicas e estratégias adaptadas especialmente para o processo exclusivo de vendas entre empresas.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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 fechar ensina aos vendedores como melhorar sua estratégia e vender qualquer coisa para qualquer pessoa usando uma estrutura simples e repetível e uma abordagem de solução de problemas que é mais benéfica tanto para o vendedor quanto para o 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 que você deveria lê-lo?
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.
O que as pessoas dizem?
“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?
A venda do Challenger argumenta que a construção clássica de relacionamentos se tornou uma abordagem perdida, especialmente quando se trata de vender soluções complexas e de larga escala entre empresas.
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.
Ele acrescenta que as qualidades que tornam os Challengers únicos são replicáveis e ensináveis para o representante de vendas comum. Depois de entender como identificar os Challengers em sua organização, a abordagem deles pode ser modelada e incorporada em toda a sua força de vendas.
Who’s this for?
A venda do Challenger é altamente recomendado para executivos de vendas, gerentes e, acima de tudo, para profissionais.
Por que você deveria lê-lo?
O livro de vendas é muito elogiado e gerou novas percepções com base em uma extensa pesquisa realizada pelo Sales Executive Council sobre os atributos dos profissionais de vendas bem-sucedidos, que são o ponto central do livro. Todas as informações fornecidas por A venda do Challenger foram bem informados.
O que as pessoas dizem?
“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, vice-presidente de operações de vendas da Oakwood Temporary Housing
13. The Magic of Thinking Big — David J. Schwartz
What’s this sales book about?
Em seu livro, Schwartz apresenta um plano de jogo criteriosamente elaborado para obter o máximo de seu trabalho, seu casamento, sua vida familiar e sua comunidade.
A magia de pensar 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?
A magia de pensar 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 que você deveria lê-lo?
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.”
O que as pessoas dizem?
“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 se baseia em um rico acervo de ciências sociais para suas percepções contraintuitivas em Vender é 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 que você deveria lê-lo?
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.
O que as pessoas dizem?
“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.
Com base nas pesquisas mais recentes no campo da neuroeconomia, Klaff, em seu livro, explica como o cérebro toma decisões e reage a arremessos enquanto compartilha as crônicas esclarecedoras de seu método em ação.
Who’s this for?
O posicionamento é essencial para a liderança em todos os aspectos da vida. Lance qualquer coisa é indispensável para iniciantes e profissionais que buscam aprimorar seu método de arremesso.
Por que você deveria lê-lo?
The exclusive “STRONG” framework and strategies outlined in Lance qualquer coisa 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.
O que as pessoas dizem?
“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, também um de nossos estimados convidados do podcast Founder Coffee, revela informações específicas sobre os sete erros fatais de vendas cometidos por CEOs e VPs de vendas e sobre o desenvolvimento de equipes de vendas autogerenciáveis que transformarão seus funcionários regulares em mini-CEOs, aumentando a eficácia de sua força de vendas.
Who’s this for?
Receita previsível é o melhor livro de vendas para CEOs, VPs de vendas e empresários aprenderem como começar a construir uma máquina de vendas eficiente.
Por que você deveria lê-lo?
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!
O que as pessoas dizem?
“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?
Em seu livro de vendas com um milhão de cópias, Hopkins mostrará como as excelentes técnicas de vendas dele podem ser suas.
Tenha sucesso na profissão de vendedor aprendendo a vender para as pessoas mais importantes que você conhece. Aprenda a fazer prospecção com e sem referência, técnicas telefônicas eficazes, como aperfeiçoar a primeira reunião e como lidar com objeções, entre outras técnicas.
Who’s this for?
Como dominar a arte de vender é excelente para você que trabalha com vendas e deseja aumentar suas vendas.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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.
Com este livro de vendas, você aprenderá a preencher seu pipeline com novos negócios, a lidar com rejeições, a reverter situações negativas, a se destacar mesmo em meio à recessão econômica, a reduzir os ciclos de vendas e, acima de tudo, a garantir sua 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 que você deveria lê-lo?
Ou você vende suas crenças e convicções (sejam elas ideias, produtos ou serviços de qualquer tipo), ou é vendido com as mesmas. Vender ou 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.
O que as pessoas dizem?
“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 está empenhado em dobrar ou triplicar suas vendas em seu guia de ideias, métodos, estratégias e 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, novatos e vendedores experientes e de alto desempenho.
Por que você deveria lê-lo?
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.
O que as pessoas dizem?
“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 esclarece a única e simples verdade: pessoas motivadas, positivas e com objetivos definidos são as que mais vendem.
Learn to project a friendly, positive attitude with Greshes’ O melhor livro de vendas de todos os tempos. Este livro contém todo esse ouro de guru motivacional e o toque adicional de como estabelecer metas e elaborar planos de ação que o ajudarão a concentrar seus esforços para se ancorar em um caminho de sucesso.
Who’s this for?
Learn to motivate yourself to action with this book that’s meant for any and every aspiring successful salesperson.
Por que você deveria lê-lo?
O melhor livro de vendas de todos os tempos 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.
O que as pessoas dizem?
“Best Damn Book.”
— Anonymous, via Amazon Reviews
Here’s to becoming a true sales ninja. Enjoy the read!
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