The Zen of Selling: The Way to Profit from Life's Everyday Lessons [Hardcover]

Stan Adler (Author)

Book Description

Publication Date: July 24, 1998

For professional salespeople on the go, memorizing sales rules or wading through a "500-steps-to-success" manual is a poor way to learn. Salespeople know that nothing beats the impact of a real-life story.

Now, every important sales secret has been clarified and crystallized in this short, lively, and compelling collection of 17 stories. From handling harsh rejection to closing a tough sale, the stories use real-life contexts and fully developed characters to illustrate fundamental selling rules.

The truths that emerge in "the Zen of selling" are universal, cutting across the sales spectrum of products, industries, experiences, or styles. Both enlightening and entertaining, the book is ideal for experienced salespeople who want a quick, fun-to-read refresher and for newcomers seeking an innovative primer on the essentials of selling.

Product Details

• Hardcover: 192 pages
• Publisher: AMACOM (July 24, 1998)
• Language: English
• ISBN-10: 0814404332
• ISBN-13: 978-0814404331
• Product Dimensions: 7.4 x 5.6 x 0.9 inches
• Shipping Weight: 14.4 ounces
• Average Customer Review: 4.9 out of 5 stars  See all reviews (15 customer reviews)
• Amazon Best Sellers Rank: #1,970,486 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Essential reading from sales pro to novice, September 23, 1998

By 

[e-mail] (Mill Valley, California) - See all my reviews

This review is from: The Zen of Selling: The Way to Profit from Life's Everyday Lessons (Hardcover)

After reading the Zen of Selling, I came away with a distinct understanding of how much one can still learn even after 20 years as a professional salesperson. Although through my career in sales management with software Companies like Information Unlimited Software, Computer Associates, Breakthrough Software, SBT, Oracle and DP Applications, I've read and studied many a business and sales "help and guide" books over the years, Stan's grasp of human nature combined with a solid understanding of grounded selling fundamentals makes for a terrific read and a practical and successful approach towards mastery of the most needed skill in business - dealing with human nature. A must read and high recommendation. Carry this book with you and read it often.

1 of 1 people found the following review helpful:

5.0 out of 5 stars THE ZEN OF SELLING is a masterpiece of practical philosophy., March 22, 1999

By A Customer

This review is from: The Zen of Selling: The Way to Profit from Life's Everyday Lessons (Hardcover)

Stan Adler's THE ZEN OF SELLING is a masterpiece of practical philosophy. Yes, it's a book about sales techniques, but it's also a book about being a good person. Typical of the philosopher's approach is Adler's maxim: "When you are doing something for someone else, you are always at your best. . .and that certainly includes people who sell." Plato, Aristotle, and Confucius would agree.

Good people are, by nature, good sales representatives. They understand that selling is not an adversarial relationship, but a cooperative one. "Forget the selling," says Adler. "Let the customer do the buying." In short, the salesperson is the guide, the director, the facilitator--not the marketing hero. A successful sales campaign is really an affirmation of values that the buyer and seller hold in common.

THE ZEN OF SELLING breaks new ground in the commercial world. As such, Adler's book is not a sales primer, but a meditation on sales. In a fascinating collection of stories, maxims, and anecdotes, Adler reminds us that effective salespeople are well versed in the art of "understanding customers as people."

In Adler's world, "Victor" is the protypical sales success. He is a diplomat, a philosopher, and a friend. He understands that "sales" is really another word for "affirmation." Victor is the voice of understanding, the voice of patience, the voice of reason in an overly competitve business climate. Victor's message is clear: People who help others will also be successful. The same rule applies in sales.

Stan Adler's THE ZEN OF SELLING is an important contribution--a book that is both inspirational and practical. But when you visit your local bookstore, do not assume that THE ZEN OF SELLING is shelved with other books on sales. Look around. You just might find Adler's book in the Philosophy section.

--Dr. Thomas Nash, Senior Professor of Ethics and Philosophy, Churchill Honors Program, Southern Oregon University

4.0 out of 5 stars It's okay--just very little Zen, April 17, 2005

By 

Joseph Dewey (Orem, UT USA) - See all my reviews
(VINE VOICE)    (REAL NAME)   

Amazon Verified Purchase

This review is from: The Zen of Selling: The Way to Profit from Life's Everyday Lessons (Hardcover)

There's not much Zen in this book, and all the Zen that is in this book is in the 4-page introduction.

This book talks about Stan's imaginary friend, Victor, who knows everything, everyone, and has done everything. In addition to that, Victor is a great salesman, who has made all the mistakes earlier on so he now knows everything. So, Victor is the guy who you learn all of the sales lessons from.

It's pretty good with the sales concepts. It focuses on relationship selling, and I thought it gave some good lessons and examples.

It's written in a fictional and narrative style, so it's easier to digest than a sales "textbook."