Making the Sale

By Fifty Lessons

The Lessons Learned Series Wondering how the most accomplished leaders from around the globe have tackled their toughest challenges? Now you can find out--with Lessons Learned. Concise and engaging, each volume in this new series offers twelve to fourteen insightful essays by top leaders in business, the public sector, and academia on the most pressing issues they've faced. A crucial resource for today's busy executive, Lessons Learned gives you instant access to the wisdom and expertise of the world's most talented leaders. Featuring interviews with: Doug Elix, IBM Dave Balter, BzzAgent Richard Santulli, NetJets David Bell, Interpublic Group

• Format: Paperback
• Language: English
• ISBN: 1422123022
• ISBN13: 9781422123027
• Release Date: April 2008
• Publisher: Harvard Business Review Press
• Length: 98 Pages
• Weight: 0.25 lbs.
• Dimensions: 0.3" x 4.5" x 7.2"

Customer Reviews

Good stuff, great format

I generally don't like books where the tops dogs spew forth their advice. Usually, just so much chest thumping and preening. Not so with this book(more like a pamphlet) and this entire series. 14 top dogs give their advice---usually a general idea---and then follow up with a concrete example. Here is a melding of their thoughts: you have to want the sale and be persistent to get it; at some point, if the sales process goes on too long, don't be afraid of walking away; don't humilate employees by a forced ranking that everyone see, instead, hightlight the top performers and motivate the rest to be like them;develop trust so that the person you are selling to knows, in his or her heart, that you are putting their needs first(key in a professional service business like law or financial advice). Each short section has an even shorter "take home" section at the end. Worth the time and at the price, a great return on investment.