Description
This invaluable guide introduces you to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century.
Sales theories come and go, but nothing beats learning from the original masters. The Giants of Sales reveals how:
- In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force
- Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work
- Joe Girard, listed by Guinness as the world's greatest salesman, didn't just sell cars, he sold relationships...and developed a successful referral business
- Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great Depression
Part history and part how-to, The Giants of Sales gives you practical, real-world techniques based on the time-tested wisdom of true sales masters.
About the Author
TOM SANT is a renowned proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems, ProposalMaster and RFPMaster.
Book Information
ISBN 9780814415986
Author Tom Sant
Format Paperback
Page Count 224
Imprint Amacom
Publisher HarperCollins Focus
Weight(grams) 249g
Dimensions(mm) 229mm * 152mm * 15mm
