10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

by James Desena

Book Overview

The author reveals the ten key laws of power selling that sales professionals must adopt in order to become top performers in today's selling environment. The key to power selling is emphasizing... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0071416617
• ISBN13: 9780071416610
• Release Date: October 2003
• Publisher: McGraw-Hill Companies
• Length: 217 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.6" x 6.0" x 9.2"

Customer Reviews

NOT JUST FOR SALES PROFESSIONALS--WE ALL SELL!!

As a consultant, I am forever selling my services or a recommended solution to someone. Do-it-yourselfers like me can use all the sales help we can get. "The 10 Immutable Laws" is a book that I can pick up, start anywhere, read a few pages and find something that helps. I've tried other sales books, but none seemed as complete or conveniently organized. For me, I prefer to read a little, digest, absorb and apply the contents, and then go back for more when I am ready and need it. It could be even better to look for pages that would support the day's activities and read those. In any event, reading straight through, cover to cover could be a bit taxing. Who knows? Using the book regularly, I may even turn into a sales professional.

Groundbreaking - A must read for sales professionals

10 Immutable Laws of Power Selling is easily one of the best sales related books I have read. The author succinctly addresses something on the minds of sales professionals today - how to survive in the 'new' environment. The book's ten laws are fantastic -- they're clear and concise and supported with real-life examples and case studies. What really separates this book from other sales-related books I've read, though, is the author's premise that there is a common thread that runs among power sellers -- they are leaders. By explaining what sales leaders do and know, the author gives readers a goal to strive towards--the goal of becoming a sales leader. To me, the book was downright inspiring. After I read it, I couldn't wait to try out the ten laws. Highly recommended reading!

Good summary of customer centric approach

If your job is selling then you have to know how to sell no matter what the economy. You have to understand demand for your product and how it adds value to a customer. Although the principles apply to all forms of selling including department store selling, the focus of the book is really on those who sell larger value products where there may be an extended sales cycle. It seems that there are always a few real sales stars with any endeavor. What makes this small percent successful at selling when none around them seem to be able to sell anything? Author James DeSena examines this and has found that there are ten laws that a sales person must understand and use if they want to be one of these power sellers.These ten immutable laws are 1) create high value, 2) decide on your market, 3) develop customer expertise in your selected market, 4) build relationships for repeat business, 5) start with a leader's perspective, 6) lead from within, 7) make it a team effort, 8) build lasting success, 9) drive toward exceptional results, and 10) manage multiple customer priorities. Each of these laws is given its own chapter to fully develop what the law means and how to apply it in the real world. Mr. DeSena also provides many useful examples with stories from companies such as American Express and Honeywell. Although there is nothing really new in the book it does represent a summation of the best practices in customer-centric sales theory. "The 10 Immutable Laws of Power Selling" is a recommended read for anyone who wants an understanding of the customer-centric approach to selling and how it provides long-term success as a sales person.

Comprehensive guide to keep by your side

As a sales training consultant and communication coach I am always looking for the best thinking on the topic of selling. The 10 Immutable Laws of Power Selling is a comprehensive guide on today's best practices. I particularly like the way the book is organized. It is a great guidebook for those new to the sales role and can be a great reference tool for the seasoned professional looking for quick reminders.