Skip Navigation

The Consulting Sales Strategy That Works: Book Review

By Michael Zipursky
Leave a Comment

There are many books written on the topic of sales. Yet few are quite like this one.

In The Art of the Sale: Learning from the Masters About the Business in Life (published by the Penguin Press), Philip Delves Broughton takes an approach unlike most.

His goal is not to provide the reader with a specific strategy or method for sales.

In fact, from his interviews with top sales people around the world you get the sense that there is no single sales method that works.

Instead, sales is about mindset, determination, and knowing how to satisfy the needs of the customer.

Delves Broughton has hit a homerun with this book.

Good sales people know how to recover from a setback.

It’s an enjoyable read. Filled with stories and interviews. Here you get to access the inner workings of top salespeople from the US, Japan, Europe and more.

As a reader of this blog, I encourage you to get a copy of this book (available on Amazon here).

Here are a few of my favorite points and quotes from the book:

  • Listening is selling’s golden rule.
  • The way to develop excellent habits is through constant repetition of thought and action.
  • Optimism can be learned.
  • Good sales people know how to recover from a setback.
  • Focus on a small market first and win them over before going to a larger market.
  • To make the sale you must really understand what drives your customer.
  • The sales process cannot be rushed. If it is, you most often lose the sale.

My copy of the book is now officially marked up with notes, ideas and bent pages.

This is probably one of the best books on sales I’ve read…and I’ve read many. I hope you’ll enjoy it as much as I did.

Leave a Comment, Join the Conversation!