The Secrets of Selling, 2nd Edition

The Secrets of Selling

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The Secrets

of Selling

How to win in any sales situation

Second edition

Geoff King

PEARSON EDUCATION LIMITED

Edinburgh Gate

Harlow CM20 2JE

Tel: [phone]

Fax: [phone]

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.