Summary
An inspiration to a generation of entrepreneurs, Subroto Bagchi considers himself a career salesman, of products, services and ideas. In his new book, Sell, Bagchi presents the concepts of selling and salesmanship from his unique perspective. Through stories and anecdotes drawn from his repertoire of experiences, extensive reading and the careers of ace professionals he has encountered in his life, Bagchi touches on each stage of the traditional selling process and elaborates on the skills, tools and nuances that he believes can take the profession to the realm of art – and sometimes even wizardry.


Dip into this book to get insights into:

• How knowing about the life-cycle of the coho salmon will help you prospect better;

• Distinguishing real customers with purchasing power from time-wasters who will merely give you the runaround;

• How creating a playbook well in advance can guarantee you a sale;

• The transformational effect of believing in the value of your product and how you can bring your customer around to share your vision;

• Why the power of persuasion ranks higher than the power to convince, and why persistence tends to become meaningless after a point.


Marked by Bagchi’s characteristic wisdom and practicality, Sell is a rich, illuminating and contemporary treatise on salesmanship that dispels a narrow view of the act of selling and redefines it as a skill every professional needs to succeed in their career.
About the Author
Subroto Bagchi co-founded Mindtree Ltd, one of India’s first software services start-ups, in 1999. Author of the bestsellers The High- Performance Entrepreneur, Go Kiss the World, The Professional, MBA at 16 and The Professional Companion, Bagchi was acclaimed as India’s No.1 bestselling business books author. His works have been translated into several languages, including Hindi, Marathi, Malayalam, Tamil, Kannada, Korean and Chinese

Contents
Introduction

1.The Essentials
2.The Three-Legged Stool
3.Panning for Gold
4.Fishing in the Right Pone
5.The Salmons Journey
6.No Money Business, This
7.What's Your GQ?
8.The Grain House Restraurant
9.The Magic Equation
10.And the Dog's Name is......
11.Navigating the Arctic Ice
12.What's the Deal ?
13.The Naked Hamburger
14.Rainy Day, Damp Spirit
15.Raising the Bar
16.Who Pays Whom?
17.Theory E
18.Shaking Your Ash
19.A Meeting with St. Paul
20.The Power of the Point
21.The Legal Eagle
22.No Greek, No Latin
23.Fishy Business
24.The Last Stretch to 'Yes'
25.The Gracious Loser
26.Be there, or Be square
25.The Gracious Loser
26.Be there, or Be squre
27.Thinking of you
28.Do it Like the Swedes
29.The Champion
30.On a Concluding Note

Thank You