Economics-and-finance

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.

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.

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!

As a potential consultant, I found this book quite useful for idea developemt. It helped to shorten the elusive search for skills that I not only had, but that I could sell. I would suggest this as a starting point for anyone looking to make the jump from employee to consultant.

This book is about self employment, not businesses. The difference is broadly explained in other books (that I will not mention, because you might think I am trying advertise those), but basically is the fact that the business is capable of running without the owner, and the self employment depends on the owner for it's existence.
The advice and examples given in this book refer to self employment. For example, in the first chapter, the Vargas Family (a family of trapecist that performs at the Ringling Brothers Circus) is presented as a successful business. This one is not even self employment, the Vargas are EMPLOYEES of Ringling Brothers.
If you dream of having a business that doesn't need you to be there all day every day, don't follow these commandments. If you do, you won't own a business, you will own a Job.

I can not state the value of this book, since it made me aware of what was wrong with my business early enough for me for me to fix it. I am an entrepenuer with a several rapidly growing businesses, and without this guide I would have been in trouble. Having this book really saved my business!

If you've got a small business--particularly if you are just starting out--this book will be very helpful. It's a very good resource, I'd recommend it along with Jay Conrad Levinson's Guerrilla Marketing and the book on yellow pages advertising by Barry Maher (if you, like most of us have to advertise in the phone book). I'd also consider Denny Hatch's book on direct marketing, if that's a part of your business.