I was at the Kauffman foundation a few weeks back to hear Philip Delves Broughton present on sales and touch on his book, “The Art of the Sale”. Beforehand, I had never heard of the book. After meeting Broughton and listening to his demeanor, I knew it was a book I had to read. He wasn’t a salesman, but had been through business school and was never put through any academic sales training.
My small company, instin, is right now at a position where it needs sales more than ever so this has been a timely read. I’m pretty much a sales rookie in terms of experience but I have grown up with a father as a salesman and read quite of bit of sales literature.
I found this book to be quite informative and a welcome change from the other sales books I’ve read. Most other books focus on selling as a means to get rich. From the onset, Broughton establishes his purpose for researching and writing to be to discover what really drives great salesmen. And while he finds examples of both those who are fooling themselves in order to sell a product they don’t care deeply about (i.e. life insurance reps), there are many more examples of those who are out there selling in order to help the client.
Since sales is a necessary part of any economy and in some ways every single life, deciding how and why we sale is integral in determining whether or not we’ll be successful. In my situation, I am selling advertising to students so that we can continue to offer great products directly for students and now teachers without sacrificing any of the user experience.
All in all I found this a great read and would recommend it to others. The only part of the book I disliked was when Broughton tried to explain or break down a few of the success stories scientifically.