Product Details

• Amazon Sales Rank: #1033042 in Books
• Published on: 2007-11-06
• Original language: English
• Binding: Paperback
• 256 pages

Customer Reviews

Compelling Selling - a Business Classic
Review by Bob Reynolds, UK

This book is a great primer on the art of selling, not only for those who are pure sales professionals, but also for those like me, who need to have selling skills as a part of their wider tool kit. Compelling Selling was my route map for selling, as I rose through the ranks in consultancy, from project deliverer, to business developer and account manager, in the early 1990s. It helped me to make sense of the sales process; a process that previously I hadn't even recognised as a process! Technology has changed the way we do business since then, but people still buy from people, and so the messages in this book, which I consider to be a business classic, are as relevant today as they were when I first read them over fifteen years ago. Bob Reynolds, Partner & Head of Energy, Manufacturing & Infrastructure Practice, Odgers Ray Berndtson, London W1S 1JJ

Review by Laurence Heron, Australia

----- Original Message -----

Sent: Tuesday, January 08, 2008 2:52 AM
Subject: To Philip Lund - a note of appreciation

Dear Philip,

A short note of appreciation for you.

Before I went for my first sales job interview with a prestigious medical organisation in 1987 in the UK the headhunter told me to get and read "Compelling Selling". I did, got the job despite having zero sales experience and tough competition, and still have the engraved watch I was given for sales achievement in my first year.

You therefore had a profound and positive impact on my career development - THANKS!

Now that one of your other fans has pointed out that you have a latest edition I will be sending one to each of the team in my own company, for whom I hope it will help to achieve the same success.

Kind regards

Laurence Heron
Managing Director
Focus Medical Technologies


Reviews of previous editions -

"One of the very best books on selling that we have ever read" - Selling

"The starry eyed salesman should come out of reading the book with his confidence reinforced." - Antony Thorncroft, FT

"I like it... It is not only Compelling Selling, it is compelling reading. You pick it up and you find that you just cannot put it down." - Selling Today

"...The result is an intensely practical, as well as entertaining, textbook which can hardly fail to inspire the novice or to put fresh heart into the experienced salesman who has run into a bad patch...It makes easy reading..." - Policy Holder Insurance Journal

"Every once in a while a really great book comes along in business publishing. This one on selling, written by a salesman with a sales "track record" (Xerox - GB). It also bespeaks a fine mind, shows us how to put practical procedures and psychology to work in our selling efforts. I recommend it." - Newsletter Marketing/Advertising/Research, New York

The Selling Classic
The art of persuasion - people selling to people - does not change over time. While some have tried to formulate the process with mnemonics and software, this often just dilutes and over simplifies the time-honoured practice of selling. Compelling Selling is the definitive classic on the subject, and an absolute must for anyone who wishes to learn to actually sell successfully, and not just to tick boxes on multi-coloured forms.