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Compelling Selling: The Framework for Persuasion Paperback – October 31, 2007

by Philip R. Lund (Author)
5.0 5.0 out of 5 stars 7 ratings
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Don't re-invent the wheel! By Ivor Neil Coward on 23 Mar. 2012 -"40 years ago Philip Lund, a Harvard Graduate and expert salseman, homed in on the core issues of selling. The result was the outstanding hands-on book for everyone who wants to persuade: Compelling Selling. In the intervening thirty years, a lot of changes have rapidly taken place. But the knowledge of the workings of human persuasion can be still distilled into a few key areas and steps. This is what Philip has done: kept the invaluable core material but made it relate to us in today's world in his republication of the original masterpiece. This book fires you up with enthusiasm but not hot air. The highly organized and analytical mind of Lund keeps your feet planted firmly on the ground and, importantly, the orders rolling in. Buy it today and you'll never regret it. I still have my copy from the 1970s and have mentioned it and waved it at many people over the years. I'm not kidding, it's the best book I've ever read on sales (and I have read a few in my time!). Don't reinvent the wheel, just keep it true!" - Ivor Coward (Brit living in Venice Italy) A framework for persuasion indeed 7 Sept. 2010 By Bob - Published on Amazon.com - "This book is clear, lucid, well-organized and highly informed. Read, re-read and highlight it………." By Amazon Customer on December 11, 2012 - "This book is a remake of an older one that I have…... The information is still absolutely amazing." Selling, or the art of persuasion, is not taught in school or university, yet it is an integral part of our daily lives. Whether we are selling ourselves, a product or a service we are knowingly or unknowingly exercising the techniques of persuasion and salesmanship. Successful selling depends on the correct manipulation of these techniques as well as a thorough understanding of the framework within which they operate. With persuasion understood within a basic framework, the 'persuader' always knows the next step to take at any one time in his negotiation, how to take it, how to test when he has achieved it and what he must then do in order to conclude a successful 'sale'. These steps are logical, interrelated and rational. Taken as a whole persuasion becomes a discipline which can be studied and learned like any other. Sales planning then becomes a matter of putting all the pieces in place so you maximise success for effort & don't score 'own goals'; and sales management gives the individuals support & ensures the organisation is in place so the 'team can play'. This new 2007 internet edition of Compelling Selling must be required reading for you. You will enjoy it too. You can open it any place and just start reading
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Previous page
  1. Print length
    241 pages
  2. Language
    English
  3. Publication date
    October 31, 2007
  4. Dimensions
    7.85 x 0.58 x 6 inches
  5. ISBN-10
    1419677217
  6. ISBN-13
    978-1419677212
  7. See all details
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Product details

  • Publisher ‏ : ‎ BookSurge Publishing; 3rd edition (October 31, 2007)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 241 pages
  • ISBN-10 ‏ : ‎ 1419677217
  • ISBN-13 ‏ : ‎ 978-1419677212
  • Item Weight ‏ : ‎ 14.1 ounces
  • Dimensions ‏ : ‎ 7.85 x 0.58 x 6 inches
  • Customer Reviews:
    5.0 5.0 out of 5 stars 7 ratings

About the author

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Philip R. Lund

Philip R. Lund

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Philip R Lund was born in New Zealand, educated at Harvard College and the London Business School, and originally worked as an economist in the USA & UK textile industries. Philip's frontline sales experience over 40 years covers a huge market area from office products (Rank Xerox top salesman 1966/67), to engineered products such as truck washing machines, vehicle recovery systems & stainless steel drainage, to financial services and credit cards, to outsourced services; and to management consultancy particularly in supply chain & the pharmaceutical industry. With the skill and ability to lead from the front, he has specialised taking new products to market and in setting up and running professional sales operations for companies that wanted fast growth. He has also lectured on sales practice in many places including the London Business School. In 2007 Philip produced the third edition of his very successful "sales bible", COMPELLING SELLING - THE FRAMEWORK FOR PERSUASION

His book KEYNOTES FOR COMPELLING SELLERS was published at the end of 2011. It is specifically designed as a "sales handbook" to pick out the key sales messages in an immediate and easily accessible way using the 'tweet' 140 image format. In this way it is ideal for the professional seller who is looking for a few good ideas for the next day's work. Both books are available in paper or e-book format from Createspace.com, or Amazon.com or Amazon.co.uk which both carry extensive & excellent reviews; or it can be reached via www.compellingselling.net

In 2007 Philip also republished CONFUCIUS & CO - THOUGHTS OF THE CHAIRMAN

'COMPELLING SELLING - The Framework for Persuasion' was first published in 1974 and is the first UK book on sales marketing to be published in the USA since the war (American Management Associations). Its phenomenal success led to it becoming known as the "sales bible" and copies have been sold across the globe for 3 decades. Now in its 3rd 2007 edition to take in changes to business practice.

COMPELLING SELLING IS THE 'SALES BIBLE'. You should read it, learn it, practice it & use it. Make it your 'bible for success'. COMPELLING SELLING gives you the framework in which persuasion can take place.

Are you a high level negotiator and want to make sure you do not miss that one-off deal. . …? Are you rising rapidly within your Organization, or a Board Member, and want to make sure your messages hit home. . ...? Are you a sales person who wants to exceed targets and take home some bigger bonuses. . ...? Do you feel sometimes it would just be nice to communicate better and see some of your views and thoughts put into practice. . ...? Then this internet edition of Compelling Selling must be required reading for you. You will enjoy it too. You can open it any place and just start reading

See my blogs on selling (and life in general) at www.whatisselling.net

And Twitter @CompellingSell

Customer reviews

5 out of 5 stars
5 out of 5
7 global ratings

Top reviews from the United States

Amazon Customer
5.0 out of 5 stars Amazing book
Reviewed in the United States on December 11, 2012
Verified Purchase
This book is a remake of an older one that I have. This version has been improved with some visuals. The information is still absolutely amazing.
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Booker Steve
5.0 out of 5 stars A Most Effective Selling Method
Reviewed in the United States on June 1, 2022
When I read and implemented the information in Lund’s book, it propelled me up to the very top of the sales in my company. Believe the info in this book and use it and your sales WILL improve!
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James P Higgins
5.0 out of 5 stars Excellent Sales Reference
Reviewed in the United States on April 5, 2012
This is an excellent read and provides a well-rounded review and reference of all aspects of the sales process. Few books cover the `shape' of the sale as well as this text. For the salesman or woman who frustrate themselves by attempting to close too early or who just don't understand why people will not buy from them, this is a must read. As the author explains in the introduction, the book repeats at times, for effect and to make the message stick as much as anything else. I didn't really need this although it didn't distract from the reading. I would recommend this book because it provides a basis and an understanding of what sales is about; 'a logical process which achieves an emotional objective'. Having spent the first chapters explaining what makes people buy and how to identify the real customer, the author then sets out to describe the over-arching sales process using how-to examples and recommendations: how to develop an effective sales plan, how to use questioning techniques and communication styles in order to understand the needs of the customer, how to structure sales information to create a pipeline and structure reporting, how to handle competition and objections and finally how to close the sale. This is a great reference book for both the frustrated salesperson looking to understand what or where they may be going wrong or equally for successful sellers who need the odd reference from someone who has been equally successful in the world of sales. James Higgins, CEO, Cincinnati, USA
2 people found this helpful
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Bob
5.0 out of 5 stars A framework for persuasion indeed
Reviewed in the United States on September 7, 2010
This book is clear, lucid, well-organized and highly informed. Read, re-read and highlight it. Top salesmen will learn things and be reminded of what they may have forgotten. Newer people will have a strong foundation on which to build. Recommended.
One person found this helpful
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Top reviews from other countries

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IVOR COWARD
5.0 out of 5 stars Eccellente
Reviewed in Italy on April 4, 2016
Verified Purchase
Scrivo in italiano ma sono inglese, come lo è il libro. Il libro di Philip Lund è un manuale che ogni venditore dovrebbe avere. L'ho letto 30 anni fa ma non ha invecchiato. La concretezza e limpidezza della mente del laureato a Harvard con pluriennale esperienza a sviluppare vendite straordinarie in più settori traspare da ogni pagina del libro. Ho letto almeno 30 libri qualificati in argomento e tutti sono utili per motivi vari ma il mio punto di riferimento e Compelling Selling. Compelling perché ti aiuta con suggerimenti concreti per ogni tappa: dalla preparazione del territorio alla telefonata di canvassing, dai primi minuti dell'incontro alle tecniche di chiusura, dal tenere i clienti al riassunto motivazionale, il contenuto è un distillato di una carriera di una persona che, nonostante la lunghezza del testo, non ha sprecato una parola sui lungaggini soliti. Ci tiene semplicemente ed efficacemente fermi sugli obiettivi. Buona lettura, buon successo.
One person found this helpful
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Ivor Neil Coward
5.0 out of 5 stars Don't re-invent the wheel!
Reviewed in the United Kingdom on March 23, 2012
Verified Purchase
40 years ago Philip Lund, a Harvard Graduate and expert salseman, homed in on the core issues of selling. The result was the outstanding hands-on book for everyone who wants to persuade: Compelling Selling. In the intervening thirty years, a lot of changes have rapidly taken place. But the knowledge of the workings of human persuasion can be still distilled into a few key areas and steps. This is what Philip has done: kept the invaluable core material but made it relate to us in today's world in his republication of the original masterpiece. This book fires you up with enthusiasm but not hot air. The highly organized and analytical mind of Lund keeps your feet planted firmly on the ground and, importantly, the orders rolling in. Buy it today and you'll never regret it. I still have my copy from the 1970s and have mentioned it and waved it at many people over the years. I'm not kidding, it's the best book I've ever read on sales (and I have read a few in my time!). Don't reinvent the wheel, just keep it true! Ivor Coward (Brit living in Venice Italy)
Report
Michael São Lázaro
5.0 out of 5 stars A M A Z I N G ! ! !
Reviewed in the United Kingdom on November 2, 2018
Verified Purchase
It's the writen proof that selling is timeless!! It's SOOOOOO much better than the "new stuff" that's made this days in order just to confuse and to sell a "nem way of selling" that nobody needs. Amazing!
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