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 are worth the read, but I come away from this book with a newfound appreciation for what I do as a independent professional--and how vitally important sales are.As Thomas Watson said, "Nothing happens until someone sells something." 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 what is driving his desire to possibly buy your product/service; and 3) Love that person not for the possibility of a sale and if so, sales will follow. Some good gospel correlations.
Do You like book The Art Of The Sale (2012)?
Highly enjoyable and instructive. Not a how-to as much as a why that illuminates the how.
—entero123
This is an interesting survey of the art of the sale and those that do it best.
—nabil
One of the best business books I've ever read.
—emilieautumn
