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The Secrets of Selling: How to Win in Any Sales Situation (Financial Times Series) [Paperback]

Geoff King
4.5 out of 5 stars  See all reviews (15 customer reviews)

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The Secrets of Selling The Secrets of Selling 4.5 out of 5 stars (15)
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Book Description

16 Aug 2007 0273713000 978-0273713005 1

The rules of selling rarely change. In some areas of business fashions and buzzwords come and go at the speed of light, but in sales there is a gold standard that changes little over time. This book describes that gold standard for you. Once learnt, The Secrets of Selling will stay with you for life – you’ll wonder what you ever did without them.

 

This is an extremely practical book with advice that you can put into practice to improve your sales success straightaway. It offers common sense guidelines that you will want to refer to again and again.

 

The Secrets of Selling is divided into three sections. The first deals with sales meetings and sales proposals and the second shows you the most effective methods for winning new work, not just from existing clients, but from new ones too. The third section gives you all the secret weapons you need to become a top flight salesperson, from negotiating the contract, to managing your contacts to measuring your sales performance. These are the critical elements that are often overlooked, but if you get them right, you will come out on top, every time.

 



Product details

  • Paperback: 224 pages
  • Publisher: Financial Times/ Prentice Hall; 1 edition (16 Aug 2007)
  • Language: English
  • ISBN-10: 0273713000
  • ISBN-13: 978-0273713005
  • Product Dimensions: 23 x 15 x 2 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (15 customer reviews)
  • Amazon Bestsellers Rank: 486,698 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Authors

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Product Description

From the Back Cover

By far the best book on selling I have ever read.  I bought a copy for every member of my sales team.  

Guy Barber, Managing Director, TradersBazaar Promotions

 

entertaining, informative and human.  The charm is there from beginning to end.  

Wayne Preece, Services Sales Executive, Microsoft (UK) Ltd

 

Geoff King understands his subject with a rare clarity and communicates it with a rare charm.  This is surely the best book ever written on selling and I believe it will become a classic.

 Mike Richardson, Sales Manager, Top Line Parts Ltd

 

The tips, tricks and techniques described in this book amount to uncommon wisdom.  It is without doubt the Rolls Royce of sales books. 

Chris Dadd, Senior Manager, Win Telecommunications Services plc

 

Does your job involve selling? Would you like to increase your numbers so that you regularly meet, and beat, your sales targets? Of course you would. And this is the book that will help you make that happen.

The Secrets of Selling gives you all the practical skills you need to excel in selling, from finding leads and setting up meetings with prospective buyers, right through to closing the deal. It brings together a whole host of tips, tricks and techniques to make sure you win in every sales situation.

Want to beat your sales target? The Secrets of Selling reveals how.

About the Author

Geoff King started at the bottom of the sales ladder, selling pest control products on the streets of south London. After this inauspicious start, he climbed steadily through the ranks of professional service organisations until he reached the top of the ladder. By the end of his in-house career, he was routinely selling multi-million pound deals in outsourcing services for multinationals. He now lives in Buckinghamshire with his wife and children and works as a freelance consultant on sales methods and strategies.


Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

Most Helpful Customer Reviews
5 of 5 people found the following review helpful
5.0 out of 5 stars A Veritable Sales Bible 30 Mar 2008
Format:Paperback
This book was actually given to me by a friend but I have since bought copies for several members of my staff. What is good about it is that it gives you a practical guide for just about anything in sellling.So , for example, the chapter on proposal writing shows you how to write a good proposal quickly and the chapter on telephone selling shows you exactly what to say at each point in a conversation.

My only real criticism would be that not all chapters are not relevant to all the peoples reading it. For example the chapter on how to deal with media interviews, while interesting, is not something that comes up in my work. It is packed with useful information and definitely gets my vote.
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3 of 3 people found the following review helpful
5.0 out of 5 stars Probably the best sales book I have read 6 Feb 2008
Format:Paperback
I have been in sales since I was 16, so thats 17 years now. I have done the courses, listened to the sales trainers and thought I knew it all. I am one of those sales guys who has done the theory and the practice so I didnt really expect to learn much from this book.

Not sure if I learnt new stuff from this but what Mr King did was to put in paper some of the things I had subconsciously been doing all these years. It was great to see it all on paper.

His chapter on sales proposal and cold calling were top notch and worth the price of the book just for those 2 chapters. Love the fact he gives you a website where you can download a sales proposal template.

Nice work Mr King!
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3 of 3 people found the following review helpful
5.0 out of 5 stars The perfect guide for newcomers 15 Feb 2008
Format:Paperback|Verified Purchase
What can I say? This is one of the first really useful guidebooks on selling. Real life examples, useful information and step-by-step coaching on all aspects of selling. What more could you want as a newcomer to the sales profession.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Excellent guide, simple and well-written 22 Jan 2008
By Alex
Format:Paperback
Great guide to sales, simple and well-written. Any sales person could learn from this, and any professional who wants to become better at selling their ideas, even internally, could learn a lot. The only sales book you'll ever need.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Just the ticket! 3 Feb 2009
Format:Paperback
After too many years in the world of media sales, I felt the need to adapt my sales skills to the changing marketplace and my new business. I needed a back to basics crash course in sales to refresh my enthusiasm, especially as I need to be focused and motivated as I now have some staff. This book was just what the doctor order and I have renewed, reviewed and now reinvigorated the sales techniques of not only myself but my team too. It was good to pick up new tips and I've recommended this book to everyone I know running their own business or who are in sales. Five Stars Geoff!
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1 of 1 people found the following review helpful
5.0 out of 5 stars Great sales guide 11 Aug 2009
Format:Paperback
This is a well written and easy to read guide to business and essential reading for those unsure about selling or just wanting to brush up on their skills. Each chapter delivers clear points on the best way to approach different tasks necessary in the process of selling and shatters any myths about how it's supposed to be done.
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1 of 1 people found the following review helpful
3.0 out of 5 stars This book sells itself to me 25 Mar 2010
Format:Paperback
Too many people make selling complicated and daunting - I guess that's because they want to fill a book.

This one is different - it makes selling seem simple, possible and even enjoyable for the shyest of people.

Read a copy and boost both your sales and your confidence!
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1 of 1 people found the following review helpful
4.0 out of 5 stars A great foundation 25 Mar 2010
Format:Paperback
I have to confess I'm not a natural-born salesperson and have approached the whole topic with a certain reluctance. That's why it was refreshing to find this book which is high on useful information and low on hype. I found the chapters on finding new business particularly good, especially the less obvious ones like how to benefit from seminars. If you worry that sales has to involve high pressure and manipulation, this book is a good antidote!
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Most Recent Customer Reviews
5.0 out of 5 stars High practical, read to succeed!
A very practical book. Goes into JUST the right level of detail across a range of activities in the sales funnel from advertising your company, branding, finding prospects,... Read more
Published on 3 Oct 2010 by Matheus Romano
5.0 out of 5 stars Excellent work
Excellent work. I learnt more from reading this book than I have from all the advice of my seniors! I'd definitely recommend it for anyone who has to sell as part of their work.
Published on 24 May 2010 by Jimmy Page
5.0 out of 5 stars A sales manual for the Brit
It's great to have such an excellent book on Sales from a British writer with a British sensibility. Read more
Published on 28 Mar 2010 by Gary Mason
5.0 out of 5 stars Immediately useful
I don't regard myself as a salesperson, but as a consultant I regularly have to sell to win work. This book provided some immediately useful advice, in a style that was engaging... Read more
Published on 26 Mar 2010 by R. Newton
5.0 out of 5 stars Excellent book
Very good book. Definitely worth a read if you need to understand what selling is all about, processes, approach etc. Read more
Published on 29 Sep 2009 by J. Mccarthy
5.0 out of 5 stars A superb read!
I'll keep this short and sweet, this book is brilliant! Easy to read and very true to life, perfect for all industries and sectors. Will recommend this to my colleagues.
Published on 9 Aug 2009 by K. Broom
1.0 out of 5 stars Extremely Impressed
I've written this review with one star because I always go straight to the low ratings when I read reviews and often don't trust products that have no lower scores amongst the... Read more
Published on 13 Sep 2008 by M. A. MENENDEZ
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