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Selling to Win
Book

Selling to Win

Kogan Page, 2006
First Edition: 1988 more...

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Editorial Rating

6

Qualities

  • Applicable

Recommendation

British sales expert Richard Denny demystifies the sales process in this readable and easy-to-process text. He covers the basic tenets of sales, from getting the first appointment to asking the right questions to closing the deal. His concepts aren’t particularly groundbreaking. Anyone working in sales should be familiar with most of his ideas, and might need to be ahead of his coverage on communication technology, such as voice mail, e-mail and beyond. Yet, getAbstract finds that the book serves as a useful introduction to the ABC’s of selling and suggests that up-and-coming salespeople can certainly benefit from its contents.

Take-Aways

  • Approach your sales job as if you are running your own business.
  • Sometimes you will need to sell yourself, your ideas or your services.
  • Use contemporary "consultative" or "solution" selling methods.

About the Author

Richard Denny is chairman of a leading British sales and management training firm, a speaker and an author. His books include Motivate to Win, Communicate to Win and Succeed for Yourself.


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