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The Art of the Sale: Learning from the Masters About the Business of Life Audiobook
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(3.11) - 104 listener ratings
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From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of sales—an essential human attribute that underpins business, religion, romance, and more—and the traits that distinguish the best sales people.
Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales—more than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn’t find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to “Death of a Salesman”)? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified?
This isn’t another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. It’s a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.
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"This is an amazing study of what makes a good salesman. Different personalities are needed to sell different products. This is a must read if you are in sales, it has lessons that help anyone in their everyday life no matter what you do for a living."
— Nate (4 out of 5 stars)
The Art of the Sale Listener Reviews
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" Interesting philosophy of the psychology of sales. It describes the personality traits that make a salesperson successful. "
— Kimberly, 12/11/2013 -
" This is an excellent overview of the universe of sales. I took some valuable nuggets from it and would love for all of my team members to give it a listen! "
— Tanya, 7/11/2013 -
" This book is not a "how-to" as much as it is a memoir or some great sales people. From a Moroccan rug salesman to a guy who sold planes for Boeing. A great read from a writer who admires sales people and their craft. "
— George, 6/9/2013 -
" One of the very best sales books I have ever read. "
— Sheppard, 4/19/2013 -
" Stories about storytelling sales champs. You find sales in every day life so it's a must read for everyone. "
— Theadros, 2/28/2013 -
" Fantastic honest look at selling and salespeople. "
— Dan, 2/21/2013 -
" Interesting book about the ideals of what makes a good salesperson. While not a how to book, does have many good tips and pointers. Good read until the end, the epilong was long and did not add anything to rest of the book. "
— Luis, 1/28/2013 -
" This was a well written book, but the subject didn't interest me very much. I got distracted by other books and didn't finish it. "
— Jenny, 1/6/2013 -
" Highly enjoyable and instructive. Not a how-to as much as a why that illuminates the how. "
— Jim, 12/21/2012 -
" This is an interesting survey of the art of the sale and those that do it best. "
— Gary, 12/20/2012 -
" Pretty good examples of what drives people in the field of selling, along with some examples of best (and worst) practices. Not my favorite book on the subject, but not bad either. "
— Don, 7/30/2012 -
" Well written and well researched. I understand salesmanship better. Wished he would have written about how authors try to sell movie scripts to directors and books to publishers. "
— Stephen, 7/21/2012
About Philip Delves Broughton
Philip Delves Broughton was born in Bangladesh and grew up in the UK. He spent ten years as a newspaper reporter mainly for the Daily Telegraph (London). From 1998-2002, he was the paper’s New York correspondent and from 2002-2004 it’s Paris Bureau Chief. During that time he reported on scores of events from more than twenty countries. He has worked at Apple, as a writer at the Kauffman Foundation for Entrepreneurship and Education, and as a contributing columnist to the Financial Times (London).