The salesperson forms a crucial link between a product or service and its targeted customers. It is essential that he not only understand what he is selling but also how to reinforce the match between the product on offer and the customer’s special needs.
The Science of Selling is a mandatory training course for salespersons. It is a well-planned book with every chapter aiming to impart certain specific learning objectives, and the structure and flow of the whole book are intended to answer the question “How can I improve my selling skills”. Not just certain skills, but a whole gamut of them.
Selling is a highly customized activity and there can be no shortcuts or formulae here. The Science of selling identifies the different skills that contribute to success in selling products, services and concepts or prospects (a word coined by the author to denote all three). It does not stop with mere identification but moves on to discuss and elaborate the foundations on which these skills rest. In other words, it shows you what must be done and also how to do it well.
The book fills a need for a handy guide for salespersons and its clear lucid style makes it easy to read and assimilate. The insights presented in this book, gleaned from the author’s personal experience of both selling and training make it virtually a handbook on selling skills.