Most Helpful Customer Reviews UK (shown on Amazon)

By Tony Jones on 18 May 2012

Format: Paperback Verified Purchase

This is a good book, a very good book. I first read Compelling Selling many years ago and of all the books on selling I had read it was, and still is, the best. And although I had re read it several times over the years, it was only when I read Keynotes that I realised how little of what I had learned I was actually putting into practice.Keynotes made me realise how lazy I’d become and that I wasn’t structuring the sale properly. When you’ve been selling a long time it’s easy to get into bad habits and reading it reminded me of how I should be approaching the sale process.It’s too easy to be unstructured; you have a pleasant conversation and end up believing that if the prospect likes you, you are going to take the order. And it doesn’t work that way. Without a well structured approach to the sale you will end up having a lot of pleasant conversations going nowhere. So whether you are new to selling or someone who has been selling for years, buy this book, you won’t regret it.

Tony Jones
Managing Director
Truk Holdings Ltd

Format: Paperback

This book is the ultimate companion for all salespersons and for all those who are simply trying to persuade others, be they peers, employees or their bosses.
The key sales techniques and avoidable pitfalls that all good sales people know, but often forget, are here in this slim pocketbook and could produce a couple of memorable sound bites if scanned just before going into that important presentation.
Like Napoleon’s baton, every salesperson should have this book in his knapsack and every parent should give one to their children on their seventeenth birthday.
Implement the advice in this book and every aspect of your life should improve.

By Adam Taylor on 3 Feb 2012
Format: Paperback

A fantastic read and of huge value to all those in sales…its punchy and easy to read format allows you to ‘pick up’ and ‘put down’ at your leisure and acts as a great road map to making that all important sell. Digging deeper into philosophy of selling this book has given me the confidence and know-how to convert interest into a sale.Compelling Selling will take pride of place on my desk for years to come!Adam Taylor
Managing Director
Taylor Nicol Trading Ltd



Most Helpful Customer Reviews  USA (shown on Amazon)

Format: Paperback

I bought this book back in the 1970′s. It’s been my manual or Bible ever since. Lund knows his craft well and is able to explain it in clear concise language. This book changed my whole approach to selling, because in my opinion he began the whole principle that instead of blabbing about: product, feature, benefits; he shows how a series of questions will allow you to discover the “what” the prospect is buying from a product stand point and the “why” from his own personal and professional perspective. The “why” gives you the emotional reasons behind the purchase and this is where you can yield incredible power over the sales process.If selling to corporate customers, purchasing large ticket items requires you to get each influential executive’s needs and requirements and then address them individually. Lund is a master of questioning that permits the customer to tell you exactly the what and the why he is buying. It’s kind of like the story of the 7 blind men descibing an elephant. One thinks the elephant is lke a large snake, because of it’s trunk, another thinks the elephant is like a tree trunk, because of his large straight leg etc. This is what selling to large corporations is like ,as well as, small companies and individuals.Lund also goes over the trial close, as the key to taking the customers temperature and commitment and handling objections and all the other things you must know to be at the top of your game, but he does it in such an interesting way that you will go back to this book again and again. It made me a top 10% performer in several Fortune 100 company sale’s forces and much of what is in this book helped me achieve this.Read more ›

By A Customer on February 28, 1999

Format: Paperback

Mr Lund exudes real-selling life experience and gives a true boost to all sales professionals. Down to earth, practical, funny and inspiring, I have had this book in pride of place in my office for 10 years and it’s still the best one I’ve ever read.

Format: Kindle Edition

This is an excellent read and provides a well-rounded review and reference of all aspects of the sales process. Few books cover the `shape’ of the sale as well as this text. For the salesman or woman who frustrate themselves by attempting to close too early or who just don’t understand why people will not buy from them, this is a must read. As the author explains in the introduction, the book repeats at times, for effect and to make the message stick as much as anything else. I didn’t really need this although it didn’t distract from the reading. I would recommend this book because it provides a basis and an understanding of what sales is about; ‘a logical process which achieves an emotional objective’. Having spent the first chapters explaining what makes people buy and how to identify the real customer, the author then sets out to describe the over-arching sales process using how-to examples and recommendations: how to develop an effective sales plan, how to use questioning techniques and communication styles in order to understand the needs of the customer, how to structure sales information to create a pipeline and structure reporting, how to handle competition and objections and finally how to close the sale. This is a great reference book for both the frustrated salesperson looking to understand what or where they may be going wrong or equally for successful sellers who need the odd reference from someone who has been equally successful in the world of sales. James Higgins, CEO, Cincinnati, USA

By Bob on September 6, 2010

Format: Hardcover

This book is clear, lucid, well-organized and highly informed. Read, re-read and highlight it. Top salesmen will learn things and be reminded of what they may have forgotten. Newer people will have a strong foundation on which to build. Recommended.

By Amazon Customer on December 11, 2012
Format: Kindle Edition Verified Purchase

This book is a remake of an older one that I have. This version has been improved with some visuals. The information is still absolutely amazing.


Most Helpful Customer Reviews UK (shown on Amazon)

By B. W. Ramsay on 2 Dec 2007

Format: Paperback

The art of persuasion – people selling to people – does not change over time. While some have tried to formulate the process with mnemonics and software, this often just dilutes and over simplifies the time-honoured practice of selling. Compelling Selling is the definitive classic on the subject, and an absolute must for anyone who wishes to learn to actually sell successfully, and not just to tick boxes on multi-coloured forms.

Format: Paperback Verified Purchase

40 years ago Philip Lund, a Harvard Graduate and expert salseman, homed in on the core issues of selling. The result was the outstanding hands-on book for everyone who wants to persuade: Compelling Selling. In the intervening thirty years, a lot of changes have rapidly taken place. But the knowledge of the workings of human persuasion can be still distilled into a few key areas and steps. This is what Philip has done: kept the invaluable core material but made it relate to us in today’s world in his republication of the original masterpiece. This book fires you up with enthusiasm but not hot air. The highly organized and analytical mind of Lund keeps your feet planted firmly on the ground and, importantly, the orders rolling in. Buy it today and you’ll never regret it. I still have my copy from the 1970s and have mentioned it and waved it at many people over the years. I’m not kidding, it’s the best book I’ve ever read on sales (and I have read a few in my time!). Don’t reinvent the wheel, just keep it true! Ivor Coward (Brit living in Venice Italy)


Subject: To Philip Lund – a note of appreciation 
Sent: Tuesday, January 08, 2008 2:52 AM
Dear Philip,
A short note of appreciation for you.

Before I went for my first sales job interview with a prestigious medical organisation in 1987 in the UK the headhunter told me to get and read “Compelling Selling”. I did, got the job despite having zero sales experience and tough competition, and still have the engraved watch I was given for sales achievement in my first year.

You therefore had a profound and positive impact on my career development – THANKS!

Now that one of your other fans has pointed out that you have a latest edition I will be sending one to each of the team in my own company, for whom I hope it will help to achieve the same success.

Kind regards

Laurence Heron
Managing Director
Focus Medical Technologies