The Secrets of Selling
In an increasingly competitive world, we believe it’s quality of
thinking that gives you the edge an idea that opens new
doors, a technique that solves a problem, or an insight that
simply makes sense of it all. The more you know, the smarter
and faster you can go.
That’s why we work with the best minds in business and finance to
bring cutting-edge thinking and best learning practice to a global
market.
Under a range of leading imprints, including Financial Times
Prentice Hall, we create world-class print publications and
electronic products bringing our readers knowledge, skills and
understanding, which can be applied whether studying or at work.
To find out more about Pearson Education publications, or tell us
about the books you’d like to find, you can visit us at
www.pearsoned.co.uk
The Secrets
of Selling
How to win in any sales situation
Second edition
Geoff King
PEARSON EDUCATION LIMITED
Edinburgh Gate
Harlow CM20 2JE
Tel: 144 (0)1279 623623
Fax: 144 (0)1279 431059
Website: www.pearsoned.co.uk
First edition published in 2007
Second edition published in Great Britain in 2010
© Pearson Education Limited 2007, 2010
The right of Geoff King to be identied as author of this work has been asserted
by him in accordance with the Copyright, Designs and Patents Act 1988.
Pearson Education is not responsible for the content of third party internet sites.
ISBN: 978-0-273-74232-6
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloging-in-Publication Data
King, Geoff, 1969–
The secrets of selling : how to win in any sales situation / Geoff King. - - 2nd ed.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-273-74232-6 (pbk.)
1. Selling. I. Title.
HF5438.25.K5625 2010
658.85 - - dc22
2010029064
All rights reserved. No part of this publication may be reproduced, stored in
a retrieval system, or transmitted in any form or by any means, electronic,
mechanical, photocopying, recording or otherwise, without either the prior
written permission of the publisher or a licence permitting restricted copying
in the United Kingdom issued by the Copyright Licensing Agency Ltd, Saffron
House, 6–10 Kirby Street, London EC1N 8TS. This book may not be lent, resold,
hired out or otherwise disposed of by way of trade in any form of binding or
cover other than that in which it is published, without the prior consent of
the Publishers.
Microsoft product screenshots reprinted with permission from Microsoft
Corporation.
10 9 8 7 6 5 4 3 2 1
14 13 12 11 10
Cartoon illustrations by Sarah Arnold
Typeset in 9/13pt ITC Stone Serif by 3
Printed and bound in Great Britain by Henry Ling Ltd, at the Dorset Press,
Dorchester, Dorset
This book is dedicated to my wife Laura.
When I rst met you I fell in love,
and you smiled because you knew.

Get The Secrets of Selling, 2nd Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.