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Brilliant Selling: What the Best Salespeople Know, Do and Say (Brilliant Business) Paperback – 31 May 2012


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Product details

  • Paperback: 352 pages
  • Publisher: Pearson Business; 2 edition (31 May 2012)
  • Language: English
  • ISBN-10: 0273771205
  • ISBN-13: 978-0273771203
  • Product Dimensions: 13.6 x 1.9 x 21.7 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (92 customer reviews)
  • Amazon Bestsellers Rank: 67,379 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

Review

Gold Medal winner in the Sales Book category at the Axiom Business Book Award in the US.

From the Back Cover

The award-winning, bestselling UK book on sales.

Whether you’re new to selling or ready for the next level, Brilliant Selling will show you how to instantly improve your performance and beat your sales target every time. Packed with practical tips and advice from sales professionals who know what works and what doesn’t, you’ll discover trade secrets to guarantee your success. As well as learning all the key skills, you’ll find out how to use your personality to perfect your technique and understand customers’ needs so you’re always one step ahead.

Brilliant outcomes

  • Improve your performance immediately
  • Discover what your customer really wants
  • Learn how to build relationships effectively

"Brilliant Selling will appeal to all sales people - whatever their experience level. It can be used as a quick reference for ideas and tips, or for a comprehensive tour through the sales process."

Tim Robertson, Central & Eastern Europe Sales Executive, IBM Corp.


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Customer Reviews

4.8 out of 5 stars

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By S. McCallum on 28 Jun. 2013
Format: Paperback Verified Purchase
I ma a big fan of this book. I have had it for several yeas now and have read it multiple times.

The books starts with a section on "you" and how your own goals, personality and morals impact on your ability to communicate and sell. It then goes onto talk about "process and planning" which to many readers may seem like common sense but it was always a weak point of mine. There is a good section on prospecting (efficiently) too.

A recurring theme throughout this book is the need to continuously seek feedback but also to really self-assess. Always review what you have done right, done wrong and what could you have done better. This really is the key to improving your ability - in any area i guess, not just sales.

For me, it is all a bit like spinning plates - you maybe do three or four things well but in focusing on these areas you maybe neglect one or two other areas. In doing so those "plates" begin to wobble or drop until you address them but maybe then neglect other things you had previously being doing well - but having this book to refer to keeps all stages of the sales process fresh and relevant.

Be honest with yourself (and the customer), know your product / industry inside out and keep this book close to hand for ready reference.

It is very thorough, gives great examples and tips the whole way through.
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18 of 19 people found the following review helpful By Alan Russell on 20 Dec. 2009
Format: Paperback
I have read a number of sales books over the years, and when I decided to purchase this one, I must admit I wondered if the bookshelf needed another one to collect dust !! The answer is NO, this book is simply written, simply stated and easy to refer back to. There are some areas that I probably wont need to use/consider, but the authors make it clear, the whole idea of the book is to use what parts are relevant to your level of know how, and help build on that.

I also found the questions at the end of the chapters to be very useful in determining what I thought of my abilities, aspirations and methods. I really have found the book a real gem.

My congrats to both Jeremy and Tom, guys you have not made this book pretentious or part of some major complex matrix of further enlightment, you have simply written a book that sales people need to know, do and say !! Thanks, Alan Wellington, New Zealand.
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5 of 5 people found the following review helpful By Eber Duarte on 30 April 2010
Format: Paperback
Excellenet book on sales. Perfect for those looking to upgrade their technics.
The book is mainly focused on how to get youself together, bettering your sales processes in order to get the best of it. I recomend it!
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9 of 10 people found the following review helpful By A. D. J. Gooday on 6 Nov. 2009
Format: Paperback
Very often I find business books to be either 'light weight,' offering nothing but regurgitated content, or, mind numbingly boring, with long and over detailed explanations of the most simple concepts.

Thankfully this book is neither - in fact it hits the mark perfectly, with a blend of core foundations that are well explained, and stretching concepts that will be new to many sales people.

The book opens with a chapter on how your mentality / personality / current mindset and other factors can impact your success. This is so important, yet so often over looked - buy this book, read only this chapter and take some action (the key bit) and you will have got more benefit than 99% of sales training courses will offer you.

One of the core principles covered in later chapter is that of giving and establishing an environment for reciprocity. The authors have put their principles into action and give more great content with planning, influencing, understanding your buyer, presenting solutions and developing customers all covered in later chapters.

A nice feature of the way the book has been written are the 'brilliant re-caps' at the end of each section and the exercises throughout to get you working right away on the right things for you. In this way it is almost a 'training manual' rather than a book and the page markers, scribbles in the margin and folded pages of my copy certainly reflect this.

In summary, all that you need to ramp up your selling skills - skills that we are use in someway in our lives, whether our job title is 'Sales' or not.

Can you really afford not to invest in yourself in this area?
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1 of 1 people found the following review helpful By Adrian Foster on 9 Feb. 2011
Format: Paperback
This book is one of the most effective and easy to use selling tools I have come across. Having been in involved in selling for nealy 30 years, either directly, managing sales teams or indirectly from a marketing perspective plus developing training courses, I am not easily impressed. The number of books on this subject is endless and many just trot out the same old mantras. A lot of thought has been put into this book to make it easy to read and enjoyable which is an excellent change. It is not just technique and technical formulas but fully gets inside the mind of the seller and buyer with a focus on latent needs. For that reason the method it uses is intuitive and very easy to follow, making it enjoyable to learn. It breaks down the learning into bite size chunks and delivers them in such a way they are quickly retained by the reader. The holistic nature of the material enables it to be used by an individual for self teaching or as the basis for a trainer or good sales manager who wanted to coach his team and improve their effectivness. It deals with the powerful use of questions in selling in a way that really gets the point across. Plus it deals well with the mentality of the sellers attitude and approach to the customer which is often missed out and assumed by other such works. The coaching nature of this publication puts it above many other available and makes it refreshing. I would recomend it to those starting out in selling for the first time as an easy read to get your sales technique to a high level fast. Plus it is excellent for those who have been selling for some time or are wanting to move on to managing a sales team as the way this is laid out allows you to use a section at a time when you met with your team to coach in effective methods. Jeremy and Tom have produce a first class book that will stand the test of time and will become a reference book of the future by any top sales person which you can dip into over and over again.
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