Those who believe that sales is a skill exclusive to salespeople are missing one of the most valuable competencies in today's market. Today, selling is a skill that everyone, regardless of the position or area, need to master to stand out
In Brazil, the sales force is composed of approximately 3,5 million sellers, according to data from ABEVD – Brazilian Association of Direct Selling Companies. If you think that selling does not require training and education, the reality is different: 69% of Brazilian salespeople claim that selling is more challenging than ever, according to a SalesForce survey in 2023
But the good news is that selling is a skill that can be developed. To help you master this art, we selected5 books by national authorsthat will transform your way of thinking and acting in sales:
- Sales don't happen by chance – Thiago Concer
The speaker offers a practical guide to mastering the sales process and achieving exceptional results. With your vast experience, Concer teaches how to structure an effective sales process, recruit and train high-performance teams, and turn opportunities into consistent successes. This book is for those who wish to enhance their skills and achieve excellence in the sales career
- Sales: Science or Intuition – Flavia Mardegan
Flavia Mardegan, bestselling author, challenges the belief that selling is a natural gift. Over 200 pages, the author demonstrates that, with proper preparation and training, anyone can become a successful salesperson and win over clients. The book is a true guide for sellers, managers and entrepreneurs, once the created methodology is delivered, tested and approved by the author and her thousands of mentees.In addition to valuable strategic concepts, the book offers activities at the end of each chapter, what allows readers to have contact with the practice of the content learned
- Creating Seller Customers – Rodrigo Noll
In this practical guide, Rodrigo Noll, one of the biggest experts in referral marketing in Brazil, reveals how to transform the power of recommendation into a solid and effective growth strategy through the VPI Method (Sales By Referral). The book goes beyond teaching how to attract more prepared clients; he shows how to boost your sales by building a referral program that perfectly fits your business. With tested tips and techniques, you will learn to retain customers and turn each sale into an opportunity to naturally expand your consumer base without large investments
- Living American Retail: a journey into the heart of consumption – Robert James
Robert James, master's in psychology and specialist in human behavior, offers reflections for sellers who wish to understand what makes American retail a global success model. Based on a 100-day journey through the USA, the author explores how local culture influences shopping habits, highlighting the importance of practicality and technology, especially Artificial Intelligence, in customer service. Sellers looking to enhance their strategies will learn how to personalize the shopping experience and meet the demands for convenience, factors that can transform your approaches and results
- Chronobiology of sale – Pedro Camargo
In the book, Pedro Camargo argues that to capture the attention and emotionally engage your customers, it is essential to apply biological principles to identify the ideal moments for sale. Through biology, it is possible to discover patterns of motivation and economic behavior without the need for direct questions to consumers. Understanding and decoding customers' daily attitudes is crucial to highlight your product in the market. Camargo recommends going beyond the explicit expressions of clients and paying attention to subtle signals to make more precise and effective strategic decisions
Selling is challenging, but the good news is that, with investment in learning, anyone can become a successful salesperson. The five selected books offer valuable insights and practical strategies to enhance your sales skills, from the construction of effective processes to the application of referral marketing techniques and the understanding of biological patterns that influence consumer behavior. Investing in these resources can transform your approach and boost your results, preparing him to face the challenges and seize the opportunities in the sales world
