The Giants of Sales
- 5h 7m
- Tom Sant
- AMACOM
- 2006
Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century.
The book 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 readers practical, real-world techniques based on the time-tested wisdom of true sales masters.
About the Author
Tom Sant (San Luis Obispo, CA) is the creator of a widely used sales software tool. His clients include Accenture, Microsoft, Motorola, AT&T, Cisco, and hundreds of others. He is also the author of Persuasive Business Proposals.
In this Book
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The Giants of Sales
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Stating The Obvious
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Chapter 2: Four Ways To Sell
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Chapter 3: Desperate In Dayton
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Chapter 4: A Primer On Process
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Chapter 5: Patterson’s Legacy
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Chapter 6: The Pros And Cons Of Sales As A Process
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Chapter 7: Making It Work For You
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Chapter 8: The Young Man From Missouri
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Chapter 9: The Carnegie Principles
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Chapter 10: The 25-Year Overnight Success
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Chapter 11: Carnegie’s Heirs
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Chapter 12: Making It Work For You
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Making Your Sales Sizzle
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Chapter 14: Thinking And Buying
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Chapter 15: Wheeler’s Deal
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Chapter 16: The Language-Based Approach Today
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Chapter 17: Making It Work For You
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Chapter 18: Down And Out In Detroit City
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Chapter 19: Finding The Law Of 250 At A Funeral
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Chapter 20: From Network To Nurture
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Chapter 21: The Pros And Cons Of Priming The Pump
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Chapter 22: Making It Work For You
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Chapter 23: Looking Back To Look Ahead
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Notes
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