¿Qué hay detrás de las mentes de los empresarios más exitosos, como Elon Musk y Bill Gates? La respuesta puede estar en los mejores libros de ventas, que ayudan con estrategias y comportamientos comunes de quienes realmente saben cómo vender su producto/servicio.
Pero no basta con tener el hábito de la lectura, sino que hay que leer los mejores libros con técnicas realmente probadas para el éxito en las ventas.
Puede que le interesen las ventas B2B, las ventas complejas, las técnicas de venta por rotación o la prospección, ¡no importa! Hay libros increíbles, basados en investigaciones profundas y también en la experiencia de autores y empresarios de éxito.
Así que, para descubrirlo todo, siga nuestra lista de los mejores libros sobre ventas y comience su viaje hacia el éxito empresarial a partir de hoy.
Conozca los 53 mejores libros de ventas
Existe un gran número de libros que enseñan el arte de vender más y mejor, ya sea como guía práctica o como manual con consejos infalibles. Lo cierto es que, tanto si se es principiante como si se es un vendedor experimentado, la búsqueda de la mejora nunca debería llegar a su fin, después de todo, el mercado está en constante evolución.
Teniendo esto en cuenta, hemos seleccionado 53 libros de ventas que son los mejores del segmento. Aunque muchos están en portugués, algunos de los libros de nuestra selección están en inglés. Sin embargo, para aquellos que quieren mejorar en las ventas, vale la pena comprobar lo que ofrece cada una de ellas.
¿Vamos?
Los mejores libros sobre generación de leads, prospección inbound y outbound marketing
- Receta predecible, de Aaron Ross y Marylou Tyler, el primer libro de nuestra lista de mejores libros de ventasNadie necesita «matarse» para hacer las mejores ventas en su negocio. De hecho, ninguna venta debería ser tan laboriosa como para tener que contratar más vendedores o hacerlos trabajar en exceso.Esta es la propuesta de Aaron Ross y Marylou Tyler en el libro «Predictable Recipe». Ross enseña a desarrollar un flujo continuo capaz de dar previsibilidad a las ventas, haciéndolas más cualificadas.Esto significa centrarse en profesionales con experiencia en la generación de contactos en lugar de centrarse únicamente en los vendedores. Merece la pena leerlo, ya que muchas startups están utilizando este libro para convertirse en unamáquina de ventas millonaria.
- Los 25 hábitos de venta de los vendedores más exitosos, por Stephan SchiffmanStephen Schiffman ha trabajado para grandes empresas como IBM y Motorola, por lo que decidió escribir un libro con las mejores enseñanzas para aquellos que quieren aumentar el éxito en las ventas.
Para ello, destaca la importancia de tener buenos hábitos para convertir a los clientes potenciales en clientes, dominar las presentaciones y conseguir que todo el proceso no sea aburrido.Porque si se repite demasiado una acción sin convertirla en un hábito, en algo natural, es muy probable que no salga nada de forma espontánea.Y si quieres ser un vendedor de éxito, tienes que dominar los hábitos para realizar ventas continuas y victoriosas. Lo bueno es que «25 hábitos de venta» tiene un lenguaje fácil y accesible. - Hacking sales, de Max AltschulerLos que trabajan con la prospección saliente conocen la importancia de automatizar el servicio y facilitar todo a la empresa, ¿verdad?Pensando en esto, Max Altschuler trajo enseñanzas sobre este proceso y cuáles son los mejores softwares para romper las técnicas de outbound por etapas.Aunque el libro trata de programas informáticos más comunes en Estados Unidos, la mayoría de ellos se utilizan en Brasil o tienen alguna versión brasileña.
- Smart Calling, de Art Sobczak, uno de los mejores libros de prospección de ventas telefónicasSegún el autor, la gente hace la prospección por teléfono, lo que lleva a los vendedores a creer que el problema está en el medio y no en el método.»Smart Calling» desmitifica la idea de que utilizar el teléfono como medio de venta está anticuado. Lo que impide el éxito, según él, es hacerlo sin técnica, llamando a los clientes potenciales e intentando cerrar el trato a toda costa.Esto no funciona, sea cual sea el medio utilizado. Por esta razón, este libro es considerado el mejor libro para aprender a prospectar, ya que tiene técnicas increíbles para aquellos que quieren prospectar por teléfono.
- Fanatical Prospecting, de Jeb Blount, una guía definitiva para la prospección de ventasEl arte de la prospección no puede tener como único objetivo cerrar la venta, ya que no todos los prospectos llegan a esa fase.Sin embargo, hay que prospectar bien para conseguir las mejores oportunidades de venta, y esto, libros como «Fanatical Prospecting» te lo enseñan muy bien.La obra es una guía definitiva para abrir conversaciones de venta, aprovechar el negocio, prospectar de forma asertiva en las ventas B2B y descubrir cómo mejorar su llamada en frío 2.0.Si tiene problemas y quiere ayuda, Protagnst es experto en consultoría b2b y puede ayudarle a conseguir más clientes.
- Prospección predecible, por Marylou Tyler y Jeremey Donovan¿Necesita una metodología específica y estratégica para sus pipelines B2B? Entonces necesita leer Prospección predecible.Los autores abarcan conceptos para mejorar su canal de distribución de forma genial, soluciones brillantes para la prospección rutinaria de clientes potenciales y las relaciones con los clientes.Además, el libro menciona formas de construir personas de clientes más efectivas, así como de considerar el viaje del cliente y posibles trampas de ventas comunes.
- La fórmula de la aceleración de las ventas, por Mark Roberge¿Existe una fórmula de éxito en las ventas? Para Mark Roberge, ¡sí! Los gerentes de ventas interesados en hacer crecer un gran equipo necesitan leer el libro «La fórmula de la aceleración de las ventas» ayer mismo.El método de Roberge es ideal para quienes trabajan con clientes potenciales, porque se aprende el estudio de los datos y las ventas entrantes en cualquier aspecto de las ventas.Un ejemplo de ello es cuando Mark Roberge habla de su propia experiencia de haber trabajado en el equipo de ventas de Hubspot y de cómo consiguió que la empresa alcanzara los mil millones de dólares.
- 151 ideas rápidas para conseguir nuevos clientes, por Jerry R. WilsonUno de los mejores libros de ventas para la prospección es este manual de Jerry R. Wilson. Son 151 ideas rápidas para que entiendas el escenario en el que te encuentras y puedas analizar lo que hay que cambiar.Una de las ideas que debes tener en cuenta es dar opciones a tu cliente y dejar que decida, en función de su presupuesto, cuál es la mejor para él.Al fin y al cabo, la satisfacción de los clientes empieza antes de que compren el producto/servicio; tienen que sentirse cómodos a la hora de elegir. Es un gran libro para generar clientes potenciales.
Los mejores libros de ventas sobre Spin Selling
- Conseguir la excelencia en las ventas: Spin Selling, por Neil Rackham¿Has oído hablar de la metodología SPIN? Es el arte de hacer las preguntas adecuadas para captar la atención del cliente potencial y convertir así el contacto en una venta.En «Achieving Sales Excellence: Spin Selling», el autor Neil Rackham explica los tipos de preguntas que tienen más probabilidades de convertir clientes potenciales.A través de una investigación empírica, el autor llegó a la conclusión de que conocer los dolores de la persona para ofrecer una solución es mucho más asertivo que tratar de cerrar una venta a toda costa.Y para ello, era necesario formular la pregunta clave para que la persona descubriera que tiene un problema y necesita una solución.Al fin y al cabo, no todo el mundo sabe que tiene un problema, por lo que la venta por rotación es tan importante. Lectura obligatoria.
- Objeciones: Cómo convertirse en un maestro del arte y la ciencia de superar un no, por Jeb BlountCerrar una venta no sólo depende de un buen giro de venta, sino también del lado emocional del vendedor. Después de todo, ¿sabes cómo superar inteligentemente un «no»?Jeb Blount, autor de «Objeciones…», experto en aceleración de ventas, explora en su libro el tema que es enemigo de las negociaciones.De forma directa y con casos de éxito, Blount explica las mejores tácticas para entender el motivo del rechazo y superar un «no».Merece la pena leerlo, ya que los obstáculos en el cierre de las ventas son los más habituales.
- Guía de bolso SPIN para la venta telefónica compleja, por Roberta TrindadeA quienes hayan leído «Spin Selling», de Neil Rackham, les gustará esta guía escrita por Roberta Trindade. Es una versión más objetiva y sencilla del material de RackhamEl objetivo del autor es llegar a las personas que trabajan con ventas complejas por teléfono, haciéndolo de forma más asertiva.Teniendo en cuenta que el perfil de los clientes y de los vendedores ha cambiado a lo largo de los años, sobre todo a causa de la tecnología, es muy importante mantenerse al día con esta evolución. Esto se debe a que el cliente del siglo XXI ya no compra por impulso, ¿imagina por teléfono?Por lo tanto, vale la pena leer esta guía de bolso de SPIN para mejorar sus enfoques en las ventas complejas.
Libros sobre técnicas de venta y cierre de ventas
- La Biblia de las Ventas, de Jeffrey GitomerComo su nombre indica, se trata de una biblia que también tiene sus 10 mandamientos. Traducen actitudes y comportamientos que son esenciales para el fracaso o el éxito de las ventas.Gitomer también habla de la importancia de mantener una buena relación con el cliente, predominando la empatía en el enfoque del vendedor.En otras palabras, al igual que en las técnicas de venta por rotación, «La Biblia de las Ventas» también da prioridad al cliente y no sólo al producto o servicio a vender.Es, por tanto, uno de los mejores libros de ventas, tanto para principiantes como para profesionales que quieran mejorar.
- La máquina de ventas definitiva, por Chet Holmes¿Vale la pena conocer varias técnicas de venta o centrarse en unas pocas de eficacia probada? Chet Holmes demuestra que menos, es más.Para él, no es necesario memorizar numerosas técnicas de venta, porque no todas son perfectas para todos los casos. Al fin y al cabo, no se puede hacer una venta compleja de la misma manera que una venta sencilla: vender un seguro de vida es complejo, pero vender un bolígrafo no lo es.Por eso, «La máquina de ventas definitiva» le ofrece 12 métodos eficaces y probados para hacer su trabajo más potente.Cuanto más repitas una técnica probada con una mejora continua, más posibilidades tendrás de convertirte en una máquina de vender.
- Los 7 hábitos de la gente altamente efectiva, de Stephen CoveySiguiendo con los hábitos, el libro de Stephen Covey se centra en aquellos que desean el éxito, pero no cultivan buenos hábitos. Algunas de ellas son: ser proactivo, tener un objetivo y hacer lo primero.Aunque este libro no es exactamente para vendedores, tiene poderosos consejos y técnicas que pueden aplicarse tanto en tu vida diaria como en la vida de un vendedor.Por eso, si quieres aumentar tu productividad y rendimiento, es muy recomendable leer «Los 7 hábitos de la gente altamente efectiva».Son siete cosas que cambias en tu vida diaria y que marcarán la diferencia en tu vida y en tu forma de trabajar.
- Los secretos del arte de vender, de Zig ZiglarPuede que tenga un excelente producto para vender o un servicio capaz de satisfacer las necesidades de los consumidores. Sin embargo, no basta con presentarlo a la venta; es importante utilizar buenos argumentos para vender no sólo el producto, sino una gran idea.No es de extrañar que Zig Ziglar, autor de «Más allá del tiempo», se haya convertido en uno de los autores más influyentes de las ventas. En «Los secretos del arte de vender», detalla una serie de técnicas para que el vendedor consiga el deseado feedback positivo.Si cree que su rendimiento es brillante y no necesita mejorar, pruebe a leer este libro. Se sorprenderá de las técnicas de venta e incluso se replanteará su papel en la promoción de la mejora de la vida de su cliente.
- Cómo vender cualquier cosa a cualquiera, de Joe Girard, el mejor vendedor del mundo, según el GuinnessPuede sonar sensacionalista, pero el libro «Cómo vender cualquier cosa a cualquiera» es un ejemplo de cómo es posible vender más sin dejar de lado la transparencia y la confianza del negocio.Joe Girard ha vendido más de 13.000 coches en 15 años en Chevrolet, una marca considerada impresionante. Pero, ¿cuál es el secreto?En este libro, el autor explica las técnicas de venta, muy útiles para cualquier vendedor, que incluyen mostrar confianza al consumidor. Merece la pena leerlo.
- Estrategias avanzadas de venta, de Brian TracySi necesitas superar los objetivos, pero sigues teniendo dificultades, el consejo es que leas «Estrategias de venta avanzadas».Brian Tracy ha reunido una serie de técnicas que son bastante comunes en varias industrias. De este modo, con los conocimientos de los profesionales a mano, podrá desarrollar sus habilidades y planificar estratégicamente sus próximas ventas.No es de extrañar que esté en nuestra lista de los mejores libros de ventas de todos los tiempos, porque su enfoque va desde la psicología hasta las explicaciones sobre cómo hacer presentaciones sorprendentes. No te lo pierdas.
- Vender es la naturaleza humana por Daniel H. Pink¿Sabías que todo el mundo, todo el tiempo, intenta convencer a alguien de algo?Ya sea un joven que ofrece su currículum para ser contratado, o un empresario que intenta convencer a los inversores para cerrar un trato. Cada uno tiene su propia manera de vender una idea, una alternativa o su trabajo.De esto trata exactamente el libro «Saber vender es la naturaleza humana». Daniel H. Pink muestra la importancia de perfeccionar nuestras técnicas de venta basándose en el principio de que todos somos vendedores por naturaleza.Reevaluando las reglas y los modelos de venta, el autor se propone cambiar la vida del lector y hacerle ver su trabajo y su entorno con nuevos ojos.
- The Small but Very Powerful Book of How to Close Deals, de Jeffrey GitomerCon sólo 80 páginas, este «Pequeño pero muy poderoso libro de cómo cerrar negocios» tiene la receta para usted que quiere convertirse en un monstruo de las ventas.El libro trata temas cruciales para realizar su trabajo sin presiones y sin ahuyentar a los clientes. Se trata de técnicas que le ayudan a hacer buenas preguntas, aumentando la productividad y reduciendo los errores a la hora de cerrar un trato.Así que, si quieres descubrir consejos para retener a los clientes con la pregunta adecuada, crear una sensación de urgencia a la que nadie pueda resistirse y así generar ventas, no puedes dejar de leer esta obra de Jeffrey Gitomer.
Los mejores libros sobre negociación y psicología en las ventas
- Inteligencia emocional para el éxito en las ventas: Conecte con los clientes y tenga más éxito, por Colleen StanleyUno de los problemas que obstaculizan la negociación es la dificultad que tiene el vendedor para acercarse al cliente potencial de una manera más empática. Al fin y al cabo, ¿hay algún secreto para que ceda más rápidamente en la prospección?
- Para Colleen Stanley, ¡Sí! El éxito en las ventas, como se menciona en este libro, se basa en la inteligencia emocional, es decir, en la capacidad de desarrollar la empatía, de ponerse en el lugar del otro y de controlar los impulsos, ese deseo de vender el servicio de inmediato.Cuando comprenda la importancia de la inteligencia emocional en las negociaciones, maximizará sus resultados y empezará a recibir menos objeciones de sus clientes respecto al producto/servicio ofrecido.
- Inteligencia emocional para el éxito en las ventas, por Colleen StanleyPara tener éxito en las ventas, no basta con saber lo que hay que hacer: es importante hacerlo con inteligencia emocional.Así, Colleen Stanley propone en su libro «Inteligencia emocional para el éxito en las ventas» el uso de técnicas para salir del dilema que impide a los profesionales vender más.Verá cómo la inteligencia emocional mejora el rendimiento del equipo e incluso puede aplicarse en su día a día.Además, el libro está considerado como uno de los mejores en ventas porque no es más de lo mismo, que aborda siempre las mismas técnicas repetitivas y el coaching. Merece la pena leerlo.
- La venta del desafío, por Matthew Dixon y Brent AdamsonHay algunos vendedores que tienen un solo objetivo en la empresa: maximizar el valor del producto y venderlo de cualquier manera, utilizando la vieja táctica de «vender». Sin embargo, es posible que eso ya no funcione.En «The Challenge Sale», Dixon y Adamson plantean un perfil de vendedor más centrado en animar al cliente a comprender los beneficios reales de comprar lo que vende.El libro se basó en estudios con más de 6.000 profesionales de las ventas en varias empresas de diferentes segmentos.El resultado es una recopilación de estrategias y conocimientos que definen a un profesional moderno y de éxito en el mundo actual. Merece la pena leerlo.
- El libro azul de las respuestas de ventas, de Jeffrey GitomerAutor del bestseller «La Biblia de las Ventas», Jeffrey Gitomer aporta una recopilación de preguntas comunes que el vendedor puede encontrarse en su vida cotidiana.A diferencia de la metodología SPIN, que tiene como objetivo hacer la pregunta correcta para obtener la mejor respuesta del cliente, en «El libro azul de las respuestas de ventas», la propuesta es inversa: conocer las preguntas más comunes al vendedor, para que pueda entregar la mejor respuesta.Esto es muy eficaz para evitar posibles objeciones del cliente potencial, cuando hace una pregunta que usted, como vendedor, se siente intimidado porque no sabe qué responder.El libro aporta buenas ideas para cerrar ventas y también es uno de los mejores del sector.
- Psicología aplicada a las ventas, de Robert CialdiniPublicado en los años 50 con el nombre de «Influencia», este libro aporta los principios de influencia responsables del éxito en las ventas. Básicamente, tiene la misma propuesta de persuasión utilizada en el marketing digital -al fin y al cabo, todo empieza en el marketing-, como los famosos disparadores mentales.
Entre estos principios se encuentran, por ejemplo, la reciprocidad, la prueba social y el desencadenante mental de la escasez, tan importante para captar la atención del cliente.Al fin y al cabo, es muy difícil no dejarse influir por alguien que tiene características similares a las nuestras, ¿no? Si conoces a alguien con las mismas dificultades, pero que las ha superado, es natural que quieras seguir su ejemplo. Utilizar esta psicología para vender más es esencial en el mercado del siglo XXI. Puedes negociar cualquier cosa, por Herb Cohen¿Conoces realmente tu capacidad para negociar algo?
- Pues bien, en este libro de Herb Cohen, el autor considerado el mayor experto en negociación del mundo, esboza el perfil del buen negociador.Aprenderá a perfeccionar sus habilidades y a utilizarlas en su beneficio para negociar y cerrar una venta. El libro es excelente para los vendedores de cualquier segmento, incluido el B2B.
Libros sobre gestión de tiempos, equipos y costes
- La meta, un proceso de mejora continua, por Eliyahu M. GoldrattA diferencia de los libros mencionados hasta ahora, «La meta, un proceso de mejora continua» aporta una narración con buenos golpes.El libro de Eliyahu M. Goldratt cuenta la historia de un director de fábrica que tiene la misión de mejorar su rendimiento en sólo tres meses.El objetivo es reducir los costes de producción, aumentar las existencias y obtener más beneficios, pero todo ello depende de un proceso continuo para obtener resultados óptimos.Por lo tanto, vale la pena leer para conocer todo el desarrollo de esta historia, el desafío y el proceso en este libro sobre ventas que es uno de los mejores del segmento.
- Hypergrowth, de Aaron Ross y Jason Lemkin, una nueva biblia de las ventasRoss vuelve con otro libro de ventas: Hypergrowth. Junto a Jason Lemkin, la propuesta es revelar que hacer crecer una empresa es muy fácil si se sigue el enfoque paso a paso de los autores.En primer lugar, se realiza un diagnóstico para luego sugerir siete acciones para el hipercrecimiento empresarial.Básicamente, el libro propone que toda empresa puede liberarse del estado de estancamiento y aumentar los buenos resultados. Si te encuentras en esta situación, no tardes en leer este libro.
- Sprint: El método utilizado en Google para probar y aplicar nuevas ideas en sólo cinco días, por Jake Knapp»Sprint» no es exactamente un libro sobre ventas, pero es una herramienta bastante asertiva para aquellos que buscan una acción inmediata. Jake Knapp trabajó Anteriormente como diseñador en Google, donde aplicó la teoría del pensamiento de diseño y el desarrollo ajustado.El método consiste en desarrollar los equipos de una empresa, independientemente de su tamaño y del nivel de los profesionales, buscando la agilidad.Así, es posible aprender mucho más de alguien que entiende el tema y ha trabajado en una de las empresas más exitosas del mundo.
- Gestión de ventas: los 21 secretos del éxito, por Marcos Cobra y José Luiz Tejón»Los tiempos han cambiado. ¿Cuántas veces has escuchado esta frase cuando te das cuenta de que hay prácticas modernas para algo anticuado que sigues utilizando? Esto ocurre mucho en el mercado de ventas.Con esto en mente, los autores Marcos Cobra y José Luiz Tejón desarrollaron «Los 21 secretos del éxito» para el vendedor del siglo XXI.Son métodos para que los profesionales de hoy y de ayer puedan entender los nuevos tiempos en relación con los mercados de venta y así reinventarse con estrategias más eficaces.
- Gestión rutinaria, por Vicente FalconiA diferencia del otro libro de Falconi, que aborda temas orientados únicamente a los directores de ventas, en «Gestión de la rutina», el autor se dirige a todos los que tienen una rutina de trabajo.Hay enseñanzas sobre cómo crear las bases para una gestión eficiente, independientemente de si utiliza su rutina en casa o en el entorno profesional.Cuando sabes cómo gestionar tu rutina, también encuentras la manera de corregir cualquier problema con el equipo o en tu vida diaria.Esto se debe a que en todo en nuestra vida necesitamos una mejora continua para tener éxito en cualquier área.
- La tríada del tiempo, por Christian Barbosa¿Cómo hacer de tu tiempo un aliado en cualquier ámbito de la vida? Lo descubrirás leyendo «La tríada del tiempo», del mayor especialista brasileño en gestión del tiempo.Tras una investigación con más de 40 mil personas de todo el mundo, Christian llegó a un método innovador para gestionar el tiempo.Además de definir las tareas como importantes, urgentes y circunstanciales, el autor enseña a equilibrar cada una de ellas para alcanzar el tan soñado rendimiento profesional.De este modo, entenderá qué actividades obstaculizan su tiempo, qué herramientas son mejores para optimizar la gestión del equipo y cómo establecer objetivos.
Los mejores libros de ventas de marketing digital
- Las armas de la persuasión, de Robert CialdiniSeguro que has visto los anuncios de Spotify y Netflix que prometen un servicio gratuito durante un tiempo determinado y si no te gusta, te das de baja, ¿verdad? Se trata de un desencadenante mental de la reciprocidad, cuando se ofrece algo a cambio de otro.Porque los disparadores mentales son «Las Armas de la Persuasión» más utilizadas en el mundo del marketing para las ventas. Son perfectos para influir en las acciones de los clientes y aumentar el éxito del negocio.Así que vale la pena leer esta obra de Robert Cialdini que contiene 6 poderosos desencadenantes mentales, entre ellos la aprobación social, la autoridad y la escasez.
- Comunicación no violenta, por Marshall Rosenberg¿Cuántas veces te has peleado con un amigo, te has enfrentado a tus hijos o has perdido un argumento de venta porque no te has hecho entender (o no has sabido escuchar)?Las relaciones interpersonales, que a menudo se pasan por alto, son la puerta del éxito en cualquier situación. Ya sea para prevenir peleas en la escuela, en el trabajo o incluso para evitar poner en peligro la diplomacia de un país.Por esta razón, Marshall Rosenberg desarrolló «La comunicación no violenta», uno de los mejores libros de ventas que enseña cómo escuchar genuinamente y hacerse entender.Práctico, didáctico e imprescindible para todos los profesionales de la venta.
- El libro rojo de las ventas, de Jeffrey Gitomer¿Qué opina de la producción de contenidos gratuitos para atraer a clientes potenciales? Tal vez, ¿un absurdo? Pero este es el método aplicado por Jeffrey Gitomer en «El libro rojo de las ventas».Su técnica consiste en producir contenidos gratuitos para que no tengas que correr detrás de tus clientes, porque ellos vendrán a ti.Las conferencias o los blogs con temas que dominas son ejemplos de que el contenido es el rey y atrae a los clientes potenciales. Invierta en uno de los mejores libros de ventas con «El libro rojo de las ventas».
- I’m Ok – You’re Ok de Thomas Harris, el bestseller de los libros de ventasUno de los libros más vendidos es también un libro de psicoterapia, que trata de los principios del análisis transaccional, utilizado por David Sandler.La idea de «I’m Ok – You’re Ok» es entender la mente humana para poder vender a todo tipo de personas, desde niños hasta adultos.Al fin y al cabo, cada grupo de edad tiene deseos diferentes, por lo que no es posible vender el mismo producto de la misma manera a personas diferentes. Y ahí está la clave para lograr el éxito en las ventas.
- La máquina de vender invisible, por Ryan DeissRyan Deiss nos trae uno de los mejores libros de ventas para los que quieren vender con el email-marketing.Mucho más que saber cómo vender un infoproducto o cualquier tipo de negocio por correo electrónico, el autor aboga por utilizar métodos para vender a cualquier cliente, no sólo a los potenciales.Parece contradictorio, ya que varios libros de ventas proponen centrarse en el cliente potencial, pero el método de Deiss tiene sentido para este proceso de venta.Una de las técnicas analizadas es la oferta Tripwire, que consiste en dividir su producto en varias partes y venderlas por separado. Sin la barrera de la compra, el cliente sigue comprando su producto/servicio de esa manera. Increíble, ¿verdad?
- La fórmula del lanzamiento, por Jeff WalkerPopularizado en Brasil como «Fórmula de Lanzamiento», el libro de Jeff Walker promete técnicas menos atractivas que las que has visto por ahí.Con ejemplos prácticos, incluso sobre lanzamientos de películas, Jeff Walker argumenta de forma convincente, porque todo lo que dice tiene sentido.Así que, si quieres lanzar un producto en internet y no sabes cómo impactar a la gente con tu lanzamiento, el consejo es que leas «La fórmula del lanzamiento».Y si has leído «Las armas de la persuasión», de Robert Cialdini, será aún mejor, porque hay activadores mentales combinados con el método de Jeff Walker. ¡Un consejo de oro!
- Achieve Sales Excellence, por Howard Stevens y Theodore Kinni¿Sabías que uno de los factores que lleva a una persona a comprar un producto/servicio no es siempre el producto? Para Howard Stevens y Theodore Kinni, la respuesta está en el vendedor.Parece extraño, ya que, si quieres comprar algo, vas y lo compras, sin embargo, el método utilizado por el vendedor puede ser decisivo.Por lo tanto, ser capaz de vender más y mejor es mucho más útil, porque el comprador siempre querrá comprarte.Lo bueno de este libro es que, si eres propietario de un negocio, por fin podrás entender por qué los clientes no te compran, incluso con precios alucinantes. Es una revelación.
- Cómo hacer amigos e influir en la gente, de Dale Carnegie, un best-seller para vendedoresMantener una buena relación con el cliente debería ser el objetivo más importante que intentar cerrar una venta a toda costa. Y eso es exactamente lo que enseña Dale Carnegie en su best-seller «Cómo hacer amigos e influir en la gente».Una buena relación con los clientes debe ser una prioridad para los vendedores de hoy, que deben tener en cuenta la capacidad de ganarse la confianza y no sólo el beneficio.De este modo, el vendedor desempeña el papel de consultor, ayudando al cliente potencial a resolver su problema mientras construye una relación.
Los mejores libros sobre ventas B2B y venta consultiva
- Ventas B2B: Cómo negociar y vender en mercados complejos y competitivos, por Renato RomeoTrabajar con ventas B2B (Business to Business) es diferente de las ventas B2C (Business to Consumer), por lo que vale la pena leer este libro de Renato Romeo.El autor orienta al vendedor sobre cuestiones de técnicas y conceptos para que los integre en su día a día en las ventas complejas.Al fin y al cabo, como sabemos, no se puede vender un coche de la misma manera que un bolígrafo. Así que, productos y públicos diferentes, enfoque diferente.Por lo tanto, el trabajo de Romeo presenta el ciclo de ventas, pasando por el ROI (retorno de la inversión), incluyendo cómo elaborar una poderosa propuesta de valor para su cliente.
- B2B is Really P2P, de Frank Soma, uno de los libros más importantes para las ventas complejasCuando hablamos de Business to Business, parece que la venta es para las empresas y no para las personas, ¿verdad? Pero sabemos que todo tipo de negocio es con personas y para personas (P2P – People to People).Esa es la idea de Frank Soma al desarrollar esta increíble pieza sobre ventas complejas. «El B2B es realmente P2P» muestra cómo las ventas pueden verse influidas por el lenguaje corporal, las microexpresiones y las entonaciones vocales.Como resultado, este conjunto de factores es capaz de aportar armonía y confianza a largo plazo con cualquier negociador. Sencillamente, el mejor libro de ventas para todos los niveles de experiencia en el mercado B2B.
- Dominar la venta compleja, por Jeff ThullOtro libro excepcional para quienes trabajan con ventas complejas. En este libro, Jeff Thull deja claro que es posible destacarse de la competencia con estrategias y técnicas exitosas.Para ello, presenta una fórmula más inteligente para ejecutar una venta compleja, denominada Prime Process.Además, el autor explica que el buen vendedor no es sólo el que vende, sino el que sabe tomar decisiones comerciales. ¿No es maravilloso ver que has cerrado un trato porque has inspirado confianza? De eso se trata.
- Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, por Lee B. SalzUno de los mejores libros de ventas B2B presenta poderosas estrategias para mejorar el proceso de ventas y maximizar los resultados.Los profesionales de las ventas B2B han acogido esta obra de Lee B. Salz como uno de los libros más importantes para cerrar tratos, porque abarca todas las formas de estrategias para que la empresa gane a lo grande.No es de extrañar que sea uno de los libros más valorados del segmento y que merezca la pena consultarlo.
Otros libros esenciales para las ventas
- Descubra sus puntos fuertes 2.0 de Donald O. Buckingham y Marcus Clifton¿Sabes cuál es tu punto fuerte? Créame, hay muchas personas que no saben responder a esa pregunta sobre sí mismas.Pero después de leer este libro, comprenderás que la simple combinación de talento + conocimiento + técnica es lo que define tus puntos fuertes.Pero para conocer tus talentos y empezar a mejorarlos, necesitas hacer un autoanálisis o un test online, a través del código de acceso que obtienes tras comprar el libro.Hacer este descubrimiento es genial para tu vida personal y profesional, así que no dejes de leer este libro.
- 365 consejos de venta: mejore sus ventas día a día, consejo a consejo, de Márcio Espadas, uno de los mejores libros prácticos de ventas¿Te imaginas necesitar sólo 1 minuto al día para poner en práctica los mejores consejos de venta? La propuesta de Márcio Espadas es tentadora y verdadera, sólo con entender todo el proceso.La idea del libro «365 Consejos…» es precisamente entregar un consejo al día y animar al lector a seguir la propuesta para obtener grandes resultados.Según el autor, lo importante en las ventas es priorizar la necesidad del cliente y no centrarse en el producto o servicio ofrecido.
- El mejor vendedor del mundo, de Og MandinoLas historias de superación son grandes ejemplos para quienes buscan el éxito en las ventas. Pensando en eso, Og Mandino nos trajo «El mejor vendedor del mundo», con técnicas de venta en 10 pergaminos.La propuesta es mostrar la historia de un cuidador de camellos, llamado Hafid, que vivió en la época de Jesucristo.A través de 10 pergaminos con prácticas exitosas, el camellero se convirtió en un gran y sabio comerciante.Y tú también puedes acceder a estos pergaminos, que incluyen el mantenimiento de buenos hábitos, el control de las emociones, la generación de valor y la acción.
- Inevitable: Las 12 fuerzas tecnológicas que cambiarán nuestro mundo, por Kevin KellyOtro libro sobre ventas que habla de los cambios tecnológicos que transforman la forma de comprar, relacionarse con los clientes y vender.Con el paso de los años, la tendencia es que la tecnología esté cada vez más presente en la vida de todos.
¿Recuerdas cómo era antes del smartphone, las tiendas online y el Pix? Estos cambios han influido en la forma de llegar a más y mejores clientes.Así que vale la pena empezar a prepararse para el mercado de los próximos 30 años y tratar de aprovechar las oportunidades que se presenten. «Inevitable» es, por tanto, un libro sobre las ventas inevitables para las empresas.
- El verdadero poder, de Vicente Falconi, uno de los mejores libros para directores de ventasCualquiera que trabaje como asesor de ventas debe conocer este libro de Vicente Falconi, conocido como el gurú brasileño de la administración.En «El verdadero poder», Falconi explica el método PDCA (Planificar, Hacer, Comprobar y Actuar), en una versión más organizada del «Discurso del Método», de René Descartes.De este modo, elimina la idea de que existe otro método mejor e infalible para el consultante, porque el método ya fue creado por Descartes.Así, tendrá un libro que le ayudará a combinar sus conocimientos de ventas con el Método PDCA de Falconi para llegar más lejos en sus funciones.
- Las reglas de Sandler: 49 principios intemporales de las ventas y cómo aplicarlos, por David MattsonSabe que intentar vender algo a personas que no se beneficiarán de su producto/servicio es una pérdida de tiempo. Al fin y al cabo, la venta tiene que ser buena para ambas partes.Sin embargo, para que esto ocurra, es importante seguir algunas pequeñas reglas de ventas que puedes encontrar en el libro de David Mattson sobre los 49 principios de las ventas.Dichos principios están bien explorados y son perfectos para su éxito, disponiendo de ejemplos prácticos que le ayudarán a comprender mejor los métodos aplicados.
- El libro de jugadas del desarrollo de las ventas por Trish BertuzziEste libro de ventas es uno de los mejores para aquellos que están empezando un proceso de preventa desde cero.En él se explican bien temas como las bonificaciones, la promoción de vacantes, los resultados, cómo contratar, entre otros.A continuación, el autor revela cuáles son los seis elementos para construir un proceso de preventa y cómo activar los ingresos de la empresa.Lectura imperdible e imprescindible para los que quieren empezar con todo en el mundo de las ventas.
- El arte de hacerlo realidad, de David Allen¿Cuántas veces has llegado al final del día y te has dado cuenta de que no has sido nada productivo? Esto ocurre a menudo cuando se carece de organización y control sobre las tareas cotidianas.Por eso David Allen utiliza el método GTD (Get Things Done) para ayudar a las personas en diferentes aspectos de la vida de un vendedor.Pronto aprenderá a controlar su ansiedad, a evitar la sobrecarga, a reevaluar los objetivos y a poner fin a la caótica rutina de las ventas. Es un gran libro para aumentar la productividad.
- Los secretos del lobo, de Jordan BelfortPara los que vieron o no la película «El lobo de Wall Street», este libro de Jordan Belfort promete revelar la fórmula de venta y persuasión del autor, que es el verdadero lobo de la historia.Famoso por ser un entrenador de ventas, Belfort revela su método, al que llama «Sistema de línea recta», para lograr el tan ansiado éxito.»Los secretos del lobo» es, por tanto, un manual que descifra el código de las ventas para quienes desean tener clientes fieles para siempre.
- Mucho más allá de la ventaja competitiva, por Tedd ZengerSi su empresa necesita atraer a los inversores, pero no sabe cómo hacerlo de forma más asertiva, el consejo es que lea «Far Beyond Competitive Advantage», de Tedd Zenger.Muchas veces, su empresa puede ser rentable, tener un producto o servicio de calidad y una gestión excelente, pero ¿cuál es su ventaja competitiva? ¿Cómo puedes sorprender a los inversores con algo que tienes y que la competencia no tiene?De esto trata el libro de ventas de Tedd Zenger, ya que es una guía que le ayuda a tomar buenas decisiones y a atraer inversiones a su negocio.
Consideraciones finales
Los 53 mejores libros de ventas de este post presentan trabajos para diferentes tipos de ventas: B2B, Marketing Digital, Spin Selling, gestión del tiempo, psicología y diversas técnicas de venta.
¿Pero debería leerlos todos?
No exactamente. Aunque se trata de libros recomendados y bien reseñados con las mejores estrategias de venta, no todas estas obras van a satisfacer sus necesidades por ahora.
Un ejemplo de ello son los libros sobre ventas B2B, específicos para quienes venden a empresas, por lo que no tienen mucho sentido para quienes trabajan en el mercado B2C. Por otra parte, los libros sobre psicología aplicada a las ventas son importantes para cualquier vendedor, independientemente de su nivel de experiencia.
Aunque sea el maestro de las ventas, perfeccionar es la palabra clave de todo profesional, para evitar errores que puedan dificultar el avance de su negocio. Al fin y al cabo, el mundo cambia constantemente y hay que estar al día de esos cambios para mantener una rutina de ventas saludable.
Por lo tanto, elija su libro favorito en nuestra lista de los mejores libros de ventas y que satisfaga sus necesidades. ¡Feliz lectura y aprendizaje!
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