The Art of the Sale: Learning from the Masters About the Business of Life
Open Discussion on the Book Written by Philip Delves Broughton
Tuesday evening 05.01.12 at 7
With the cerebral eloquence of an Englander Philip Delves Broughton explores sales from both the psyche of the seller and from the much rarer sensitivity of the buyer. The art of selling is a daily part of our lives from convincing toddlers to eat vegetables to customers to acquire products sales dominates the dialog. And is not romance the greatest sales job of all? So why do so many of us shrink from it? Is it the ill-fitting and depressing images that we associate with the likes of Willy Loman or GlennGarry Glen Ross? How do they differ from P.T. Barnum, Mother Theresa, Steve Jobs, Warren Buffett and others? Who are the great salesmen of politics, business and faith that we applaud?
Philip Delves Broughton brings vivid illumination to these issues and offers hope to those that shrink from capitalistic ventures. Take heart! “The Art of the Sale” can be learned by taking careful note of the masters both past and present. You have the right and need to sell you and your stuff, whatever that might be. Broughton offers up insights and wisdom not found in the formal educational curriculum of the Harvard MBA programs or others like it. His work helps deal with our issues of being adverse to rejection and haggling. Also to control the deeper issues of doubt in ourselves, our product, service, or cause. Selling is a survivalist skill and not an option. Philip Delves Broughton is doing a great service by sharing his research.
“The Art of the Sale” Discussion Points:
- What is “selling?”
- What are the ramifications of denying how important sales is in our lives?
- Is selling a talent or a skill? Both?
- Who sells and who buys? Think widely here?
- How do you balance your need and that of the prospect?
- Define “profit”
- What does “resilience and optimism” have to do with it?
- What does “trust” have to do with it?
- What does “creativity” want to do with it?
- What are the consequences of failing the basics of sales?
- What brilliant/horrendous salesman can you think of?
- Do you need to like people to succeed in sales? How much?
- Are the best sales people extroverts or introverts? Why?
- How and where could improved selling techniques benefit your life right now?
“Sales solve everything.” — Mark Cuban
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