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Brilliant Selling 2nd edn: What the best salespeople know, do and say (2nd Edition) Paperback – Jun 6 2012

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Product Details

Product Description


Gold Medal winner in the Sales Book category at the Axiom Business Book Award in the US.

From the Back Cover

The award-winning, bestselling UK book on sales.

Whether you’re new to selling or ready for the next level, Brilliant Selling will show you how to instantly improve your performance and beat your sales target every time. Packed with practical tips and advice from sales professionals who know what works and what doesn’t, you’ll discover trade secrets to guarantee your success. As well as learning all the key skills, you’ll find out how to use your personality to perfect your technique and understand customers’ needs so you’re always one step ahead.

Brilliant outcomes

  • Improve your performance immediately
  • Discover what your customer really wants
  • Learn how to build relationships effectively

"Brilliant Selling will appeal to all sales people - whatever their experience level. It can be used as a quick reference for ideas and tips, or for a comprehensive tour through the sales process."

Tim Robertson, Central & Eastern Europe Sales Executive, IBM Corp.

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1 of 1 people found the following review helpful
A practical guide for increasing sales performance! Jan. 10 2010
By Leonard E. Scales - Published on
Format: Paperback Verified Purchase
This is a "brilliant" book that's full of very practical tips, exercises, and suggestions that will have an immediate and positive impact on your selling. I read it from cover to cover but this is not necessary for you to realize benefits. From managing time, aligning with the buyer(s), to planning what to say when you finally get the appointment, "brilliant Selling" nails it! What I especially like about the book is what it is not. "brilliant Selling" it is not trying rehash selling concepts we already accept, understand, and use. It is not trying to create new names or complicated phrases for what are already good sales processes. In my opinion, rehashing is why many sales people read one or two chapters of sales guides and stop reading. This book is honest and to the point. I highly recommend "brilliant Selling" to sales professionals! I'm already using the insights gained from reading this book.

Leonard Scales
Brilliant selling - brilliant book Feb. 7 2011
By Andy Coughlin - Published on
Format: Paperback
I would put this in the top three business books I have ever read (alongside Julian Richer's excellent 'The Richer Way' and Malcolm Gladwell's 'The Tipping Point' which - thinking about - it isn't really a business book, so make that top two). Cassell and Bird effortlessly fuse a range of techniques, templates, stories and tips into a handbook that anyone can use - whether they are an out and out salesmen, business owner, or simply wanting to get better at influencing. You don't need to change the way you are with this book - most people are how they are. But it gives you the tools to start making small changes in the way you operate. I heartily recommend it to you, as I have to countless people personally.
A must read book for anyone who is serious about selling Jan. 13 2012
By beebop - Published on
Format: Paperback
I read the first couple of chapters and skipped to the section on "appealing to customer" because of something I need to do now.

This is not a normal book that one can just read through and forget. I can see that the questions and exercises require interaction and provoke deeper thoughts, resulting in real and lasting benefits.

The "appealing to customer" section was helpful in giving me a refresher on making the distinction between Feature/Advantage/Benefit in value selling.

So far, the book seem to be packed with tools and methods that are key to successful selling.

Reading pass page 27 is not an issue at all! Great read!
Good information, but a little superficial. March 2 2014
By S. Kercheval - Published on
Format: Paperback Verified Purchase
This book is a good reference / checklist and I use it for exactly that when I'm setting meetings, etc., and it would be good to anyone new to sales. If you have any sort of business degree or experience, it may not meet expectations as far as delivering insights that can't be easily looked up online (but again, is a comprehensive reference).

For much deeper insight into the psychology behind what influences us to react (to most things in life, not just our purchase behavior), you might be interested in Robert B. Cialdini's Influence (Science and Practice)
Great guide for selling in today's market April 28 2011
By Caz - Ade - Published on
Format: Paperback
I found this an excellent book to "dip into" for guidance and ideas on selling techniques and practices. Part 4 on understanding buyers and prospects in today's marketplace was particularly useful and I like the way the book goes onto discuss how to develop relationships. I don't read many business books so that in itself is a great recommendation!