Selling to Win

by Richard Denny

Updated and revised, this third edition is even more effective, highlighting the important changes needed to sell and win business in an evermore sophisticated and competitive marketplace. It gives practical advice on how
- Get a sale when your service is not the cheapest
- Turn your customer into an ambassador
- Build a positive attitude
- Beat the competition
- Close a sale
This is a valuable book, recognized as an effective and powerful sales-improvement guide.

Genres: Business, Nonfiction, Self Help

195 pages, Paperback

First published December 1, 1989

Reviews

[Nick Hylands-white]

Contains many a good tip on selling. Beware just reading this book will not make you a great salesperson, getting out there and putting the tips into practice and developing your own style is the only way to achieve that

[The Book Whisperer (aka Boof) · Rating 5 out of 5]

When I first started in business sales over 10 years ago I was recommended this book by my manager.

There is a wealth of information for the new salesperson and equally for the more experienced sales person who wants to brush up on their skills and it is written in a clear, concise, chatty, non-patronising way.

I now manage sales people and I often recommend this book and even dip in and out of it myself from time to time. I have read many sales and business books over the years and this one stands out as one of the best, in my opinion.

[Bayansa · Rating 5 out of 5]

الكتاب مليء بالمعلومات الجيده للبائع المبتديء، يقدم نصائح واقعية من الممكن تطبيقها كما يعرض في فصول الكتاب مراحل البيع ابتداء من دور البائع في جذب العميل وكيفية عقد الصفقات الرابحه إلى المشاكل المتوقعه في عملية البيع من البائع او العميل مرورا إلى انعاء الصفقه ومايحدث بعدها وكيف تتمكن من إبقاء العملاء المميزين تحت مظلة البائع المحترف. كان اقتنائي لهذا الكتاب مجرد اطلاع وفضول بلا هدف في أن اصبح بائعه او اتمرس المهنه لكن المثير للاعجاب هو أن كل شخص بحاجه الى قراءه هذا الكتاب فلايقتصر على من مهمته تندرج تحت المبيعات. في الكتاب العديد من النصائح التي من الممكن ان تنطبق على امور كثيره في الحياه اليوميه ف البيع والشرائ ليس في البضائع وحسب بل تتضمن نواحي كثيره غير محسوسه تتطلب منك أن تملك مهارات البائع المتميز على سبيل المثال ; فرصتك في الحصول على وظيفة ما تعتمد بشكل كبير على شخصيتك واداءك، البائع الجيد هو من يستطيع ان يسوق لنفسه ويعرض نفسه بطريقة احترافيه. يجب ان تكون لديك الحيل المناسبه لإمتهان البيع للفوز.

[rachid idjiou · Rating 3 out of 5]

I enjoyed reading this book . It is a fantastic books to learn effective sales techniques As we say: “How you sell is why you win.” sales people need to have an have understanding of their goals for every time they communicate to a prospect . What is buying? Buying is nothing more than the act of gathering information to make good decisions quickly. Selling is The ability to build relationships with customers, persuade them to make purchases and generate repeat business

[Leah Waller · Rating 2 out of 5]

A long read - although a relatively short book many of the points are laboured and unnecessary lengthy or repeated.
Some good tips and practical actions but sadly it was not an enjoyable read and not one I would have confused had I not been reading for my business book club

[Agada · Rating 5 out of 5]

A very practical book that shows you how and what to do when you decide to increase your sales figures and rise to the top of the sales ladder

[Moris · Rating 5 out of 5]

Contains many good tips on selling in different situations and in the different area of selling. I've learned a lot.

[Penelope Hill · Rating 3 out of 5]

A good all round sales book, some methods a tad outdated but principles are very much the same. A great starting point for many.

[Emma May · Rating 4 out of 5]

I’m between 3 and 4 star rating for this book. I picked up it 6 years ago and stopped reading after chapter 3. I’ve picked it up again to read all the way through. The principles of selling well are in this book so there are plenty of nuggets if you’re new to selling. As far as the techniques go, if relies heavily on face to face customer acquisition, which would lend this book well to B2B Sales. Its take on B2C sales still references door to door selling and there’s no mention of selling on social media. Which is why I would recommend reading this book for is base principles that work in selling, unless you work in B2B sales, then the techniques for negotiation and warming up clients could be useful.

[Alex Devero · Rating 4 out of 5]

Kniha Prodejem k vítězství poskytuje ohromné množství informací pro zlepšení nebo nastartování kariéry v prodeji. Autor v knize nabízí množství rad pro zlepšení schopnost přesvědčit stávající či potenciální zákazníky, aby obchod s vámi uzavřeli.

Text je celkově pojat jednoduchým a přímým způsobem. Kniha rovněž obsahuje mnoho příkladů použití prodejních technik v praxi takže i naprostý začátečník může začít trénovat.

Na konci každé kapitoly je rovněž stručné shrnutí hlavních bodů.

Knihu doporučuji každému nehledě na stávající úroveň jeho prodejních dovedností. Knihu je nejlepší přečíst od začátku dokonce a pak se k jednotlivým kapitolám (často) vracet.

[Barkan Saeed · Rating 5 out of 5]

If you had to read just one book on sales, This has to definitely be the one.

Richard covers everything it is about a top salesman. He really provides a common sense approach to sales rather than tips and tricks of closing sales. He focuses on being a better sales person and being a better person.

Goal setting, Positive Personality, How to speak, tips and trick for each process in the sales funnel, making better use of one's time, are some of the areas he covers greatly in this book and provides no non-sense advice which i really liked.

[Leader Summaries · Rating 5 out of 5]

Desde Leader Summaries recomendamos la lectura del libro Vender para ganar, de Richard Denny.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro Vender para ganar, Las claves para convertirse en un vendedor de éxito: Vender para ganar

[Fanda Kutubuku · Rating 4 out of 5]

Salah satu huku terbaik tentang menjual yang pernah kubaca. Semua tips-nya mudah 'applicable' dan benar-benar terbukti. Recommended buat semua orang yang pekerjaannya menjual atau berhubungan dengan sales.

[Tanya · Rating 5 out of 5]

A bible

[Tin Radaza · Rating 5 out of 5]

Very helpful.easy to understand and can easly be applied!!

[Dariush Dianat · Rating 3 out of 5]

The book is good for sale-junkies, which I am not one, but it still was fun to read.

[An · Rating 5 out of 5]

A book covers all of sales stages and have some pocket reminders at each chapter.

[Bawan Bahjat · Rating 5 out of 5]

nice