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The Secrets of Selling: How to Win in Any Sales Situation (Financial Times Series) Paperback – 16 Aug 2007


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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: 15.7 x 1.5 x 23.5 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (16 customer reviews)
  • Amazon Bestsellers Rank: 560,010 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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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.


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Customer Reviews

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Most Helpful Customer Reviews

5 of 5 people found the following review helpful By Mr. Adrian Cave on 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 By S. A. Whaley on 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 By A. Maier on 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 By Alex on 22 Jan. 2008
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 By Jacquie Burrows on 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 By Jurgen Wolff on 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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Format: Paperback Verified Purchase
This book is conceived as a very practical guide to the basics of selling. It is full of useful tips and 'How to' suggestions to improve sales effectiveness in a honest and sustainable way.

The book is structured in three parts comprising short chapters: 1. Sales meetings and proposals (six chapters), 2. How to find new business (four chapters), 3. Becoming a complete sales person (ten chapters).

Part 1 is very universal and condenses in just 80 pages most of what you need to know about conducting a sales call and preparing a sales proposal. Part 2 is quite insightful, but definitely more useful for consultancy firms, companies selling services and B2B companies than for FMCG and B2C companies . Part 3 is about building a business brand, dealing with media and developing sales capabilities.

This is a good introduction to selling. However, if what you need is to develop your knowledge about negotiating and managing large accounts you will have to look somewhere else.
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1 of 1 people found the following review helpful By W. A. Fallon on 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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