Thank you TLC for inviting me to be a book reviewer and sending me books to read before they’re published :)
The Art of the Sale by Philip Delves Broughton is a fantastic, fun, and easy read. For anyone that is involved in sales or interested in selling, this is a great book. The structure of the book consists mainly of anecdotes from famous and successful salesmen. The book is motivation even for those not in sales who would like to develop salesmanship and confidence in presentation.
One of the first sales stories that Broughton shares is a man from Morocco named Majid. Majod reveals his secrets to luring Moroccan tourists to buy his rugs and other goods. The author also interviews infomercial legends like Tony Sullivan and Japanese insurance sales queen Mrs. Shibata. Broughton recounts their upbringing and how they started in a sales role. We learn that those in sales must be resilient because rejection is inevitable. We learn that another one of the author’s case studies encourages self-reliance.
A favorite stories were about women entrepreneurs that have become household names today. One is about a woman named Sarah Breedlove, a black woman born on a Mississippi delta plantation in the 1860s. She went from cotton picker, cook, and washerwoman to owning her own factory and salon in Indianapolis. Ms. Breedlove used her eventual wealth to campaign against injustices done to African Americans and to promote jobs for woman. Broughton then proceeds to share a story about Estee Lauder who pioneered the “gifts with purchase” concept. Estee teaches readers to be have physical contact with women when selling beauty products by dabbing cream on their cheek or spritzing perfume on a customer’s wrist.
Reading The Art of the Sale is like getting a glimpse into the successes and main lessons taught by history’s most famous entrepreneurs and salespeople. It is almost like a collection of short stories that keeps you flipping the pages. It’s a book that is great to pick up whenever you have a free moment or need a distraction because each anecdote is short and easy to read. I actually annotated the book with stickers to remind me of quotes that I liked! I haven’t done that since I was required to do that for my English class in high school. Hope you enjoy the book as much as did!
Here are some great quotes from the book that I liked:
The best salespeople…are seductive in different ways with different clients, tapping a range of dramatic story lines in their pitch, eliciting one emotional response after another, much like an actor with an audience. -Page 63
Businesspeople often talk of the importance of humility, of serving your customers and acknowledging the fickleness of the markets. For salespeople, humility is not an option. but it is something can be turned to their advantage. -Page 25
The salesman envisions and creates value where previously there was none. because he is by nature an optimist, he can make the best of everything. -Page 253