Selling Transformed Book Review – Part 1

📅  28th February 2021 | 2020/21 Sales Book Reviews

Clearly there is a connection between a people’s values and the trust created between them.

Selling Transformed by Philip Squire is not your average sales book. Not by a long chalk. Aimed at sales managers and sales directors, it emphasises why modern sales behaviours are pivotal to the success of sales team. The author explains the how’s and why’s of selling based on values – there’s plenty of anecdotes, research and stories – and asks ‘why do so few sales people sell in a way customers want?’ – possibly the most intriguing passage title I’ve seen for some time. At the core of the book are four principles including customer-centricity and the wonderfully named tactful audacity, a kind of professional opportunism.

In the books introduction, there’s a graphic pointing out ‘pivotal moments in history’. The final entry is the COVID-19 era. I’m not so certain the current difficulties we are going through will be a stain of humanity for all time. After all the Spanish Flu pandemic killed in excess of 50 million souls a century ago but doesn’t get a mention. Neither do the two world wars, both I suggest, more significant in social and economic terms than the current virus. Nevertheless, the author shows considerable solicitude in the first few chapters which covers the history of selling.

 

 

Selling Transformed is quite a volume so as previously, there will be a Part Two to the review.

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Tags: behaviours, customer-centricity

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