Customer Reviews

The 5 Great Rules of Selling: The Revised and Enlarged Edition

5 star:		(4)
4 star:		(2)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

This is a great book for anyone who wants to learn how to sell. If you're a veteran salesman, this is a great review of everything you're supposed to know, and more. Whiting's ideas in this book are the basis for The Dale Carnegie Sales Course (also highly recommended). The discussion ranges from how to get favorable attention of your prospect, through the close of the sale. Includes information on overcoming objections, pre-approach, goal setting, showmanship, and time management. Great book!

This is a timeless classic written in 1947. Mr. Whiting has not only a handle on selling, he has a handle on life. Since this book is out of print I will give you the five great rules. Find and buy the book to expand on these:

1) Get your prospects attention by talking to him briefly about something which he is interested.

2) Arouse your prospects interest by telling him what your goods or services will do to benefit or serve him.

3) Give your prospects enough facts, and no more, about your product and how it will benefit him, to convince him that he is justified buying.

4) To arouse desire:
A. Remind your prospect that he lacks the benefits your product will give him and get his agreement.
B. Remind him your product will supply that lack.
C. Paint word-pictures of your prospect using your product, enjoying it and benefitting from it.

5) Get a decision in you favor by weighing the ideas opposed to buying against those in favor of buying.

Five Stars

Percy Whiting and his Dale Carnegie friend Willie Gayle (Power Selling) developed two of the best books ever written on selling. This particular book first published in 1947 by Percy Whiting is the foundation of video training programs delivered over recent decades by The Fortune Training Group (W. Steven Brown) and Lee DuBois in USA. As a sales trainer in Australia during the 80's and 90's I developed my own training around Steve Brown's program. But having heard about these books I decided to go back and find the roots so-to-speak.

Now I am re-learning these marvelous and powerful sales methods and using them every day my two telemarketing organizations (Yes, they work on the phone as well as face-to-face). They work like magic. Start with Percy Whiting's book, then read Power Selling by Willie Gayle (also from Amazon) and you literally have the best sales techniques ever developed. The true foundation of selling successfully.

Percy Whiting is still regarding as "the man" around the sales industry. Many argue that Dale Carnegie would not be the success he was if not for the natural sales expertise of Mr. Whiting.

The book is dated, and deals with sales methodology that are no longer in use today. However, the premise remains, and the focus is on the salesman, his behavior, and how to ensure that the salesman gets the result. It does not make any room for the ever popular, "The customer is wrong" mentality - quite the opposite!

In conclusion, the 5 Great Rules of Selling makes for an interesting read, especially to gain an insight to the olden days of person to person selling. The examples of the door to door sales techniques are great, and can be applied to any industry face to face, boardroom selling.

This is the book they used at Dale Carnegie and at the IBM training programs, a few years ago. Is the best book on sales I ever read.

I found that this book teaches the right principles and teaches them WELL, but yet doesn't teach the techniques on HOW to implement them. (I'd recommend "How to master the art of selling anything" by Tom Hopkins).I love the stories he tells about different salespeople in different situations.
It's a great read and a great start! I'd recommend it to your bookshelf.