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

James Desena (Author)

Book Description

ISBN-10: 0071416617 | ISBN-13: 978-0071416610 | Publication Date: October 10, 2003 | Edition: 1

Reveals the secrets behind the phenomenal success of today's top sales professionals

In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment.

DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers.

With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers:

• The 10 key imperatives for becoming an exceptional performer in today's selling environment
• How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession
• How to identify clients' needs and create solutions to fit those needs
• How to build strong relationships with customers and manage those relationships for long-term success

Editorial Reviews

Review

Filled with case studies, examples, methods, stories and more that reveal the fundamentals of becoming an efficient sales leader. -- destinationCRM.com - Required Reading - the latest page-turners by Emmy Favilla, March 1, 2004

From the Back Cover

Master the powerful techniques of today's top sales professionals

Don't just watch them--join them! Become a member of that elite group of sales pros who consistently break records in every selling environment. The 10 Immutable Laws of Power Selling reveals the secrets of world's greatest power sellers and shows you how to set some records of your own.

With case studies, examples, and stories from such leading companies as Bayer, Harris, Marriott, Siemens, and others, leading sales consultant and trainer Jim DeSena shows how to become a self-starter who seeks challenges, adapts to changing conditions, and generates innovative solutions that add value. In mastering DeSena's 10 laws, you'll learn how to:

• Make more sales and earn higher commissions--even in a recessin
• Find new and better ways to serve customers every day
• Identify clients' needs and forge solutions to fit those needs
• Build and manage strong customer relationships for long-term success

"Jim DeSena provides a comprehensive guide to determine who your customers are, how to get in their offices, what to say when you're there, and how to close the sale. There is a lot of power in this little book and a lot of money in his powerful techniques."

--Alan Weiss, Ph.D., author of Million Dollar Consulting

"Jim has skillfully applied his enthusiastic speaking methods to the written page! He emphasizes that effective sales leadership must both recognize and influence change, and he demands the sort of introspection necessary to achieve exceptional sales results."

--Lance A. Scott, president and CEO, FeinFocus USA, Inc.

See all Editorial Reviews

Product Details

• Paperback: 218 pages
• Publisher: McGraw-Hill; 1 edition (October 10, 2003)
• Language: English
• ISBN-10: 0071416617
• ISBN-13: 978-0071416610
• Product Dimensions: 9.2 x 6 x 0.6 inches
• Shipping Weight: 11.5 ounces
• Average Customer Review: 4.8 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #2,314,491 in Books (See Top 100 in Books)

More About the Author

James is a management consultant, speaker and author. His areas of expertise are sales and leadership. During more than 20 years he has designed, developed and delivered training, speaking and consulting for 200 prominent organizations throughout the U.S. and Canada. His book is the result of that work and research.

Jim helps clients develop compelling business strategies, provide award-winning customer service, and sell high-value, innovative customer solutions in an environment of rapid change. His research focus is on organizations that create sustainable leadership, customer value and employee productivity.

He has an MBA in Management from NYU, an MS in Mechanics and Materials Science from Rutgers University and a BME in Mechanical Engineering from City College of New York. He is past president of the International Society for Performance Improvement, New Jersey chapter.

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Groundbreaking - A must read for sales professionals, January 19, 2004

By A Customer

This review is from: The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof (Paperback)

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!

3 of 3 people found the following review helpful:

4.0 out of 5 stars Good summary of customer centric approach, January 13, 2004

By 

Harold McFarland (Florida) - See all my reviews
(HALL OF FAME REVIEWER)    (VINE VOICE)    (REAL NAME)   

This review is from: The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof (Paperback)

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.

5.0 out of 5 stars NOT JUST FOR SALES PROFESSIONALS--WE ALL SELL!!, February 25, 2004

By A Customer

This review is from: The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof (Paperback)

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.