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Details if other :. Thanks for telling us about the problem. Return to Book Page. From the New York Times bestselling author of Ahead of the Curve , a revelatory look at the importance and cultural role of sales—an essential human attribute that underpins business, religion, romance, and more—and the traits that distinguish the best sales people. Sales is the single largest function in business. Across the globe, in economies big and small, selling is the From the New York Times bestselling author of Ahead of the Curve , a revelatory look at the importance and cultural role of sales—an essential human attribute that underpins business, religion, romance, and more—and the traits that distinguish the best sales people.
Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales—more than in manufacturing, marketing, or even finance. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Can a great salesman be made, or he is born?
Does a salesman have to believe in his product?
Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified? Get A Copy. Audio CD , 8 pages. More Details Other Editions 5. Friend Reviews. To see what your friends thought of this book, please sign up. To ask other readers questions about The Art of the Sale , please sign up. Can someone post the quote by Majid spelling?
See 1 question about The Art of the Sale…. Lists with This Book. Community Reviews. Showing Rating details. More filters. Sort order. Jul 12, Bill rated it it was amazing Shelves: audiobook , professional-development. If you're in sales, read this book. If you've ever considered a career in sales, read this book.
This isn't a how-to on selling, but more like Malcolm Gladwell's books it's a collections of interesting stories from and about top salespeople that tie the subject together and paint the job of selling in whole new light. The audiobook, read by the author, is excellent. A If you're in sales, read this book.
As always, YMMV. When we sell we are forced to confront the truth about ourselves. What we are willing to do for a buck: the way we present ourselves to different people in different settings to different ends; the extent to which we mix our personal with our professional relationships. There are no right or wrong answers to these questions, but whatever answers we decide upon determine much about who we are and our chances at personal success Like Daniel Pink's To Sell is Human, but with more compelling stories.
There are no right or wrong answers to these questions, but whatever answers we decide upon determine much about who we are and our chances at personal success. From Majid, a morrocan salesman: You judge a good salesman when he buys. The profit is not when you sell, it's when you buy.
You make a profit the moment you buy. Only losers wait till they sell to make a profit. Everyone is always ready to buy or sell, it's just a question of asking. You are like a beggar in sales, asking again and again all day. You never get upset. Of course, sometimes you have customers and you want to kill them. But you're not allowed to. As salespeople, you look at everyone. But often customers don't even look at salespeople, they treat them like dirt.
But if you stand there and watch and listen, you can learn a lot about the customer. The salesman who interrupts and waves his hands about has another twenty years of learning to do. Accurately perceiving the motivations of a customer then, is just as important as understanding what product they want e. Infomercials are a kind of highly targeted focus group, by which you can test products and methods of selling them.
Close by creating a sense of great value and scarcity. Such a mindset leads to a dreary homogeneity. When firms hire salespeople, they should be looking for a willingness to fail, rather than a track record of success. If they have only tasted success they've led a sheltered life and will soon crumple under the personal assault inevitable in any sales job.
Mcmurry: The single most important trait in any salesperson is the wooing instinct. This individual has a compulsive need to win and hold the affection of others.
In the absence of thousands of people with those rare wooer traits, the best a company can do is create platoons of highly trained actors, memorising lines and responses to likely scenarios. The challenge in finding good salespeople is that you need excellent empathizers who aren't so emphathetic they can't close a sale.
And you need people with strong ego needs who can still take a moemnt to figure out what another person wants. They must be aggressive enough to close, but not so aggressive they put people off. Too much empathy and you're a nice guy finishing last. Too much ego drive and you'll be scorching earth everywhere you go. To do it well, you must believe the work will change you. You must expect it. No one wakes up in the morning and thinks "I want to buy an advertisement. They think "I have a perception to change.
How do I best do that? You don't need to be the same as everyone else to succeed. You need not be ruled by your fears. The opposite of courage is not cowardice, it is conformity.
People who qualify are looking at people for their wallets. Make a friend and they'll give you their wallet. Ritual and habit provide the smooth craft in which to navigate the turbulence of life, whether it is a hitter's poor hitting streak or the effort to build postapartheid South Africa Mandela making his bed everyday. People who want to work can find it even in a recession. You just have to get your prices right and adjust your expectations.
But you have to keep working, to keep the energy levels around you, to attract more work.
To be a good salesman, you have to be good at taking blows, dealing with other peoples' problems. Madoff gave everyone a reality check. For decades people were ready to buy what he was selling because they so wanted it to be true. He woke the country up to what was going around everywhere, people avoiding reality and buying fantasies. When you are selling a familiar product again and again with slight adjustments e.
But when you have a new, unproven product of dubious economic value e.
Spirituality was not about finding inner peace, but approaching truth, however brutal it might be. The process of becoming a better person, and a better salesman, is not hard to understand. There is no magic to it.