Keynotes for Compelling Sellers -The Compelling Sellers' Bible How To Make More Sales, 18 May 2012 By Tony Jones "This is a good book, a very good book. I first read Compelling Selling many years ago and of all the books on selling I had read it was, and still is, the best. And although I had re read it several times over the years, it was only when I read Keynotes that I realised how little of what I had learned I was actually putting into practice. Keynotes made me realise how lazy I'd become and that I wasn't structuring the sale properly. When you've been selling a long time it's easy to get into bad habits and reading it reminded me of how I should be approaching the sale process. It's too easy to be unstructured; you have a pleasant conversation and end up believing that if the prospect likes you, you are going to take the order. And it doesn't work that way. Without a well structured approach to the sale you will end up having a lot of pleasant conversations going nowhere. So whether you are new to selling or someone who has been selling for years, buy this book, you won't regret it." This book has been created as a ready reference for the professional salesman who is looking for ideas, rejuvenation & inspiration after a hard day in the field. It will also be useful for the new salesman, for its ideas on the sales process, as well as the person who is just interested to know how to persuade a little better. It is derived from the 2007 third edition of Compelling Selling which has been known as the 'Salesman's Bible' for more than 30 years. Both texts have been written by Philip Lund who has been in front line selling for over 40 years, from low to high levels covering every type of market from retail, office and engineered products to financial services, process and outsourced services and management consultancy. Keynotes for Compelling Sellers aims to get the key sales messages over in a short, sharp and easily read way. To this end, the tweet style of 140 images has been chosen. This matches the aphoristic excerpts from the 'Sayings of Confucius' taken from the adaption of Confucius to modern usage Confucius & Co - Thoughts of the Chairman Confucius lived around 500BC and trained professional administrators of that period. His Sayings are very much around 'sorting out your head, getting your act together and operating to the highest standards'. We should all agree that these are key messages to the sales professional too.
About the Author: Philip R. Lund Philip Lund as born in New Zealand, went to school in England and took a degree in Economics at Harvard College. He went on to the Sloan Programme at the London Business School. His commercial career began as a market analyst, first with Chemstrand (Monsanto Fibers) in New York and then with Viyella International in London. He soon discovered he could earn as much as an economist as a trainee salesman with Rank Xerox. He became the Rank Xerox top salesman in 1966/67. From there he went out on his own, setting up and running sales forces for companies that wanted to grown rapidly through sales. His skills lie in the high closing speciality selling areas and running teams that optimise the sales part of marketing spend. Philip's frontline sales experience over 40 years covers a huge market area from office products, to engineered products such as truck washing machines, vehicle recovery systems & stainless steel drainage, to financial services and credit cards, to outsourced services and management consultancy. Philip has written three books before Keynotes for Compelling Sellers as well as innumerable articles on his specialism. His best known book to-date is Compelling Selling - The Framework for Persuasion, first published in 1974 and now in its 3rd 2007 edition. His other books include Confucius & Co - Thoughts of the Chairman and Sales Reports, Records and Systems. The first two books are available on Amazon, via CreateSpace, and through Kindle. Philip believes that the financial success of many companies lies in their ability to run well directed, highly motivated professional sales teams. He also believes high quality professional sales people should be well nurtured for their ability to change lives.