The Art of the Sale by Philip Delves Broughton

82%

9 Critic Reviews

Mr. Delves Broughton, promoting the idea that sales is a virtuous calling, may have a harder time attracting customers, but he makes an appealing, contrarian pitch.
-Wall Street Journal

Synopsis

A revelatory examination of the alchemy of successful selling and its essential role in just about every aspect of human experience.

When Philip Delves Broughton went to Harvard Business School, an experience he wrote about in his New York Times bestseller Ahead of the Curve, he was baffled to find that sales was not on the curriculum.  Why not, he wondered?  Sales plays a part in everything we do—not just in clinching a deal but in convincing people of an argument, getting a job, attracting a mate, or getting a child to eat his broccoli.  Well, he thought; he’d just have to assemble his own master class in the art of selling.  And so he did, setting out on a remarkable pilgrimage to find the world’s great wizards of sales. 

Great selling is an art that demands creativity, mindfulness, selflessness, and resilience; but anyone who says you can become a great salesperson in 15 minutes is either a charlatan or a fool.  The more Delves Broughton traveled and listened, the more he found a wealth of applicable insight.  In Morocco, he found the master rug merchant who thrives in Kasbah by using age-old principles to read his customers.  In Tampa, he met with Tony Sullivan, king of the infomercial, and learned the importance of creating a good narrative to selling effectively.  In a sold-out seminar with sales guru Jeffrey Gitomer, he uncovered the ways successful selling approaches religion, inspiring faith and even a sense of duty in customers.  From celebrity art dealer Larry Gagosian to the most successful saleswoman in Japan, Broughton tracked down anyone who would help him understand what it took to achieve greatness in sales. 

Though sales is the engine of commerce and industry—more Americans work in sales than in manufacturing, marketing, or finance—it remains shrouded in myth. The Art of the Sale is a powerful beam of light onto the field, a wise and winning tour of the best in show of this endeavor which is nothing less than the means by which all of us, one way or another, get our way in the world.

 

About Philip Delves Broughton

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Philip Delves Broughton served, successively, as the New York and Paris bureau chief for The Daily Telegraph of London before attending Harvard Business School, where he received his MBA in 2006.He lives in New York City with his wife and two sons.
 
Published April 12, 2012 by Penguin Books. 299 pages
Genres: Business & Economics. Non-fiction
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Critic reviews for The Art of the Sale
All: 9 | Positive: 8 | Negative: 1

Kirkus

Excellent
on Jan 30 2012

...he supplies plenty of success stories, including Ted Turner, casino magnate Steve Wynn and former AOL executive Ted Leonsis. Entertaining, balanced and provocative.

Read Full Review of The Art of the Sale | See more reviews from Kirkus

Publishers Weekly

Excellent
Jan 16 2012

His enthusiasm and admiration for skilled practitioners of the art is contagious.

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Wall Street Journal

Excellent
Reviewed by Gordon Crovitz on Apr 26 2012

Mr. Delves Broughton, promoting the idea that sales is a virtuous calling, may have a harder time attracting customers, but he makes an appealing, contrarian pitch.

Read Full Review of The Art of the Sale | See more reviews from Wall Street Journal

Macleans

Excellent
Reviewed by Ken MacQueen on May 15 2012

Ah, my friend, because you need this book. It’s the key to a better life.

Read Full Review of The Art of the Sale

Canadian Business

Below average
Reviewed by James Cowan on Apr 27 2012

Readers who regularly grapple with pushy retailers and grating telemarketers may not buy his conclusion, but it’s a pretty appealing pitch.

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800-ceo-read

Good

If sales, and salespeople, are complicated, it’s also all very fascinating, and this book is as entertaining as it is educational.

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Man of la Book

Good
Reviewed by Zohar on Apr 24 2012

The book tells about fas­ci­nat­ing and hyp­o­crit­i­cal aspects of the sales per­son.

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Patricia's Wisdom

Good
Reviewed by Patricia on Apr 12 2012

I could hardly put the book down, it was a great read and so well written.

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Nanxi Liu

Good
Reviewed by Nanxi Liu on Apr 18 2012

It is almost like a collection of short stories that keeps you flipping the pages.

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