The Art of the Sale: Learning from the Masters About the Business of Life
A revelatory examination of the alchemy of successful selling and its essential role in just about every aspect of human experience.
When Philip Delves Broughton went to Harvard Business School, an experience he wrote about in hisNew York TimesbestsellerAhead of the Curve, he was baffled to find that sales was not on the curriculum. Why not, he wondered? Sales plays a part in everything we do—not just in clinching a deal but in convincing people of an argument, getting a job, attracting a mate, or getting a child to eat his broccoli. Well, he thought; he’d just have to assemble his own master class in the art of selling. And so he did, setting out on a remarkable pilgrimage to find the world’s great wizards of sales.
Great selling is an art that demands creativity, mindfulness, selflessness, and resilience; but anyone who says you can become a great salesperson in 15 minutes is either a charlatan or a fool. The more Delves Broughton traveled and listened, the more he found a wealth of applicable insight. In Morocco, he found the master rug merchant who thrives in Kasbah by using age-old principles to read his customers. In Tampa, he met with Tony Sullivan, king of the infomercial, and learned the importance of creating a good narrative to selling effectively. In a sold-out seminar with sales guru Jeffrey Gitomer, he uncovered the ways successful selling approaches religion, inspiring faith and even a sense of duty in customers. From celebrity art dealer Larry Gagosian to the most successful saleswoman in Japan, Broughton tracked down anyone who would help him understand what it took to achieve greatness in sales.
Though sales is the engine of commerce and industry—more Americans work in sales than in manufacturing, marketing, or finance—it remains shrouded in myth.The Art of the Saleis a powerful beam of light onto the field, a wise and winning tour of the best in show of this endeavor which is nothing less than the means by whichallof us, one way or another, get our way in the world.
What people are saying - Write a review
The Art of the Sale: Learning from the Masters About the Business of LifeUser Review - Book Verdict
According to Broughton (former New York & Paris bureau chief, Daily Telegraph; Ahead of the Curve: Two Years at Harvard Business School), "Sales surrounds us. Many of our choices in life come down to this: sell or be sold to." Describing sales as "nothing more than the purely human ordeal of rejection and acceptance," he explains that the book's object is to "sort through the paradoxes and difficulties of this most fascinating of professions." Broughton uses case studies and real-life examples to study the art of salesmanship, including stories about such various figures as a merchant from Morocco he met as a young man, infomercial pitchman Anthony Sullivan, Salesforce.com founder Marc Benioff, and the author's Harvard Business School professor and Yankee Group founder Howard Anderson. Much of the material in the book comes from Broughton's interviews with salespeople, though he also refers to the philosophies of sales legends like Billy Mays, P.T. Barnum, and Mary Kay Ash. VERDICT A thought-provoking guide on the world of salesmanship from philosophy to practical case studies, this should fill a need for business students studying marketing and for those considering going into sales or just improving general salesmanship skills. Recommended.—Lucy T. Heckman, St. John's Univ. Lib., Jamaica, NY
Review: The Art of the Sale: Learning from the Masters About the Business of LifeUser Review - Zohar - ManOfLaBook.com - Goodreads
The Art of the Sale by Philip Delves Broughton is a non-fiction book in which the author shares stories and theories about what makes a salesperson. Mr. Broughton believes that we are all salespeople ... Read full review