The Art of the Sale: Learning from the Masters about the Business of Life [NOOK Book]

Overview

From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do



The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve ...
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The Art of the Sale: Learning from the Masters about the Business of Life

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Overview

From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do



The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.



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  • The Art of the Sale
    The Art of the Sale  

Product Details

  • ISBN-13: 9781101561744
  • Publisher: Penguin Group (USA)
  • Publication date: 4/12/2012
  • Sold by: Penguin Group
  • Format: eBook
  • Pages: 304
  • Sales rank: 410,021
  • File size: 766 KB

Meet the Author

Philip Delves Broughton reported from more than twenty-five countries as a foreign correspondent for the Daily Telegraph (London) before getting his MBA at Harvard Business School. He is the author of the bestselling Ahead of the Curve: Two Years at Harvard Business School and lives in Litchfield, Connecticut.
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Table of Contents

Introduction: Life on Steroids 1

Chapter 1 Loose Robes 15

Chapter 2 The Pitch 35

Chapter 3 The Soul of a Salesman 65

Chapter 4 I Believe 99

Chapter 5 Leveling 141

Chapter 6 Art and Commerce 165

Chapter 7 The Zen of Sales 185

Chapter 8 Hybrid Vigor 207

Epilogue: The Lemonade Stand 243

Acknowledgments 275

Selected Bibliography 277

Index 283

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Customer Reviews

Average Rating 3.5
( 3 )
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Sort by: Showing all of 3 Customer Reviews
  • Posted May 26, 2012

    more from this reviewer

    Fun, Charm­ing and Edu­ca­tional

    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 and could use sales skills every­day of our lives.
    I’m in agreement.

    Using exten­sive research and per­sonal expe­ri­ence, the author writes about sales tech­niques from a Moroc­can souk to Wall Street financiers, from street ven­dors to sell­ing we all do each and every day.

    The Art of the Sale by Philip Delves Broughton is a fun, charm­ing and edu­ca­tional book which gives one a glimpse into the world of the sales force. The book can be read in parts as every chap­ter gives anec­dotes from suc­cess­ful salesman.

    One of my biggest regrets is not learn­ing how to sell. My friend Tripp Braden told me a long time ago that if I knew how to sell I'd never have to look for a job. The more I get immersed in the busi­ness world, the more I see how right he was. I con­vinced myself I was a bad sales­man, from some unbe­knownst rea­son which I'm not will­ing to dwell on for my emo­tional well being and my con­stantly empty wal­let. How­ever, I can tell that this is not the case — as a web devel­oper I spent hours upon hours with mar­ket­ing per­son­nel and sales per­son­nel. While I cer­tainly don't think I can do the high pres­sure sale, I can cer­tainly use peo­ple skill, patience and power of per­sua­sion to make a few extra bucks.

    I remem­ber walk­ing with my beloved wife, may she live a long life, through the souk in Jerusalem. As an Amer­i­can, she was ner­vous and a bit fright­ened by the aggres­sive­ness of the ven­dors. To be hon­est, I was on edge as well. How­ever, we quickly dis­cov­ered that we could prob­a­bly get all our gift shop­ping done that day in one place.

    We found a ven­dor (or did he find us?) and I tried to bar­gain a pack­aged deal for a whole bunch of stuff (crosses, stars of David, camels, and what­not…). What the ven­dor didn’t know is that I’m not bad at math and fig­ured out the total sum. After about 40 min­utes of hag­gling, punch­ing num­bers into a cal­cu­la­tor and promis­ing to give me the deal of the decade he came up with a num­ber which was extremely close to…my orig­i­nal esti­mate. At this point my wife’s nerves were quickly com­ing to an end and we just paid and left.
    But I could have knocked it down by at least 20%.

    The book tells about fas­ci­nat­ing and hyp­o­crit­i­cal aspects of the sales per­son. The innate abil­ity to believe what­ever BS you’re sell­ing, the good sales can do (get­ting a job, sell­ing a book) and the bad (know­ingly sell­ing bad stocks), about rejec­tion and suc­cess, per­se­ver­ance and fail­ure. While almost no-one likes sales to the point where busi­ness schools don’t even teach it, our econ­omy wouldn’t be what it is with­out the one-on-one pitch.

    How many of us can hon­estly say that about sales­peo­ple we meet?

    0 out of 2 people found this review helpful.

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    Posted May 6, 2013

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    Posted January 8, 2013

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