The Art of the Sale

The Art of the Sale

Philip Delves Broughton / May 22, 2019

The Art of the Sale 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

  • Title: The Art of the Sale
  • Author: Philip Delves Broughton
  • ISBN: 9781442347144
  • Page: 403
  • Format: Audio CD
  • 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 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 theFrom 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 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 very engine of commerce and industry In America, millions work in sales than in manufacturing, marketing, or even finance Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn t find a single course on sales 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 Along the way, he uncovers fresh answers to perennial questions about the art and science of sales why do Americans have such extreme views on the subject from Dale Carnegie to Death of a Salesman 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 This isn t another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art It s a uniquely evidence based investigation of the workings of a fascinating and undervalued endeavor.

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      Published :2019-02-09T17:04:36+00:00

    About "Philip Delves Broughton"

      • Philip Delves Broughton

        I grew up in England, graduated from Oxford University and was a journalist for ten years for The Daily Telegraph and The Times of London I was The Telegraph s bureau chief in New York and Paris before going to Harvard Business School in 2004 to obtain my MBA I now live in Connecticut with my wife and two sons.


    554 Comments

    1. If you're in sales, read this book.If you've ever considered a career in sales, read this book.If, like me, you've always *avoided* a career in sales because it seemed a little sleazy, or pushy, or just "not you," 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 [...]


    2. Like Daniel Pink's To Sell is Human, but with more compelling stories.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 [...]


    3. Probably the best on sales I have ever read. This should be required reading for those in the sales industry.Broughton has a Harvard MBA and yet he understands out underrated sales skills and teachings are, especially in academia. Most graduate (and even undergraduate) program don't teach sales. It it seen as the lowest of the low. Yet sales jobs are some of the highest positions in the world. Broughton digs into this deeper by interviewing various successful sales people to try and close the ga [...]


    4. 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.T [...]


    5. Just finished this book on cd, read by the author, and really loved it. Rather than sales techniques, he talks about why we sell, and how selling is human. There were many stories of businessmen, and how they got started selling. Great resource for a diverse range of topics that all come back to how some business titans are really artists with a salesman title. This book has gotten me even more interested in psychology.


    6. I think it’s an increasingly accurate book that points out the psychology of sales in a competing global market. It will not Support any false ideas of what a great sales person truly is, but it will give insight as to how sales can be tough and interesting at the same time.


    7. Sirve para entender la mente de un vendedor, y ver qué cosas tienen en común los vendedores existosos de los vendedores promedio, por lo que da un buen acercamiento de la relación que debe tener el vendedor con su cliente.Si estás buscando técnicas de cierre y cosas por el estilo, este libro NO ES para ti.


    8. Definitely not a how-to book on sales--more of an investigation into being a salesperson.Broughton did his homework. He takes us on a journey from Morocco to Manhattan, from selling trinkets to technology, from remodeling to Rembrandt.I sensed that he wasn't trying to make salespeople out to be the saviors of the world, but neither did he try to demonize them, either. In fact, the tone of his narrative often reflected the person he was interviewing and profiling at the moment.The stories alone a [...]


    9. I have always enjoyed sales books. (I love Randy Clyde's recommendation of the Spin Selling book.) I heard the author on NPR and was impressed. However, I was not as impressed reading it. I wanted more formulas for better selling. One of the author's subtle contentions is, after being with several great salesman, is there is no formula. However, one could compile the author's experiences with sales people to suggest the following formula: 1) be yourself; 2) get to know the potential customer and [...]


    10. not terrible but just sort of meandering discussion of salespersonship, structured around visiting successful salespeople in various realms (infomercials, retail, traveling salespeople, realtors). Some fairly obvious points about desirability of being optimistic, not taking rejection too hard, etc but otherwise tends to draw "on the one hand, on the other" conclusions about how there is no one "type" of person who can be successful in this area, and there are greedy scam artists as well as helpf [...]


    11. I'm intrigued by the name of the book, "the art of the sale". Yet, the book doesn't read as exciting as the author's previous . The book consists of various stories or movies or personal experience on salesmanship in the previous chapters. Most important is the last chapter where states the main lesson learned, "optimism and resistance" are the shared characters of various salesmen. It almost seems a book to allow author himself to explore the benign and evil aspects in the salesmanship. In the [...]


    12. I love this book. Reading pleasure bring me a good assessment of what have I gone through for the past few years on both business, failed. It opens my mind the inter-related of sales underneath the business pillars. Touches also between ethical and individual trust that I have faced, failed. I am picking up these pieces and map into my career growth in sales. That it is, the missing point. Thanks Philip, I shall look into it what has left that I had missed. I have initiated something as I got no [...]


    13. Philip Delves Broughton is a wonderful writer. He has a wry sense of humor and the ability to mock at himself in an otherwise would be highly perceived situation such as his experience in HBS. I enjoyed his Ahead of the Curve immensely and am very glad he decided to write a book on the art of sale. I like the book so far but think the build-up of the story is a bit lengthy at times. Nevertheless this is the book to buy if you were ever in a sales position at any point of life and wondered how th [...]


    14. An interesting look at the work of a variety of salesmen. It combines narrative of the author's observations of various accomplished sellers with research into what makes good sellers, commentary on the ethics of sales, and the role that salesmen play in different types of business organizations. Most of all, it blends the art of selling with the art of living, explaining how selling is part of life for many in all of its exciting, frustrating, depression, and triumphant moments.


    15. There is no definitive conclusion as to what lies behind the art of the sale; we're simply taken for the trip along the author's thought processes while vicariously experiencing interactions with salespeople who are regarded as the best in the business. What surprised me was the amount of psychology and introspection and sheer sensitivity that lays at the foundation of being a salesperson-- who would have thought that the field of sales could be so deep?


    16. I read this book because some regulars at my work bought it for me knowing I was an accounting major. I would never have picked this book up on my own and after reading it debated on giving it a 2 or a 3. I gave it a 2 because, compared to other books I've read it was pretty boring, however, for a book on sales it was actually quite interesting. It made a lot of great points, and really got me thinking about what it takes to be in sales.


    17. The Art of the Sale is an excellent book for anyone in business. The misunderstanding of the salespersons relegates them to what Broughton calls the "foot solider" of the company. However, it is the salesperson that moves a company forward. Without the sales force, how is product sold? Without a sales force, how is a company's customer serviced? I highly recommend this book!


    18. This is not your typical "7 Quick Tips for Sales Success". It is a detailed essay on what makes a good salesperson and what sales mean in our day to day lives. Some sections can be repetitive, but it is a worthy read for anyone interested in discovering the true value and discipline of sales.


    19. Informative. Not a "how to" selling guide, but rather a collection of others philosophies with interpretation and analyses. Entertaining and offers many leads towards further reading from sales leaders past and present.Thank you Philip Broughton!


    20. This book is not a "how-to" as much as it is a memoir or some great sales people. From a Moroccan rug salesman to a guy who sold planes for Boeing. A great read from a writer who admires sales people and their craft.


    21. This is an amazing study of what makes a good salesman. Different personalities are needed to sell different products. This is a must read if you are in sales, it has lessons that help anyone in their everyday life no matter what you do for a living.


    22. Säljbok som mest handlar om några olika "framgångsrika" self-made säljare. Inga principer som jag kunde hänga upp något på. Lärdom: Att sälja abstrakta konsulttjänster är förmodligen den svåraste typen av sälj.


    23. Interesting book about the ideals of what makes a good salesperson. While not a how to book, does have many good tips and pointers. Good read until the end, the epilong was long and did not add anything to rest of the book.






    24. This is an excellent overview of the universe of sales. I took some valuable nuggets from it and would love for all of my team members to give it a listen!


    25. This was a well written book, but the subject didn't interest me very much. I got distracted by other books and didn't finish it.


    26. Pretty good examples of what drives people in the field of selling, along with some examples of best (and worst) practices. Not my favorite book on the subject, but not bad either.


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