Sun Tzu Strategies for Selling: How to Use the Art of War to Build Lifelong Customer Relationships / Edition 1

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Winning sales tactics from the greatest strategist of all time

Through his bestselling books and popular seminars, Gerald Michaelson has established himself as the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience. In Sun Tzu Strategies for Selling, the author of the bestselling Sun Tzu: The Art of War for Managers interprets the theorist's classic battle strategies specifically to help salespeople win on the increasingly competitive sales battlefield.

Packed with brilliant insights that will help anyone who sells prevail over any competitor, this new translation of The Art of War includes special notations underscoring the relevance of Sun Tzu's writings to sales strategy. It also transforms Sun Tzu's wisdom into contemporary sales advice, object lessons, and real-life "how-tos," such as:

  • Get your strategy straight
  • Win without fighting
  • Have a unique selling proposition
  • Know your competitor
  • Aim for big wins
  • Learn from lost sales
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Product Details

  • ISBN-13: 9780071427302
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 10/20/2003
  • Edition description: First Edition
  • Edition number: 1
  • Pages: 230
  • Sales rank: 1,543,112
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.58 (d)

Meet the Author

Gerald A. Michaelson has held every field and headquarters sales and marketing position during his business career. A former national vice president of the sales and marketing division of the American Marketing Association, he presents his seminars on Sun Tzu to business audiences around the world.

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Table of Contents

Book One: Applying Timeless Wisdom 1
Pt. I Personal Strength Wisdom 3
1 Meet the Enemy 11
2 Knowledge Leads to Victory 14
3 Be Professional 18
4 Occupy the High Ground 24
5 Be an Expert 29
6 Understand Selling as a Process 31
7 Be Organized - Have a System 34
8 Get Better and Better 37
Pt. II Planning Wisdom 41
9 Get Your Strategy Right 45
10 Win without Fighting 49
11 Know Your Competitor 54
12 Aim for Big Wins 57
13 Learn from Lost Sales 59
Pt. III Wisdom for Initiating Action 63
14 Seize the Initiative 67
15 Feed the Funnel 71
16 Sell from Strength 75
17 Teamwork Works 78
18 Time and Timing Aid Victory 82
19 Be a Gorilla - or Be a Guerilla 84
20 Take Calculated Risks 86
21 When Things Go Wrong 88
Pt. IV Wisdom for Structuring the Sale 91
22 Set the Stage 97
23 Ask Questions and Listen, Please 104
24 Turn Problems into Opportunities 112
25 Scope It Up - or Down 116
26 Tip the Scales 119
27 Offer a Unique Selling Proposition 127
28 Do the Extraordinary 130
29 Work the Advantages 135
30 Winning Is the Best Option 138
31 Be Flexible 142
32 Watch for Buying Signals 145
33 Build Long Term 152
Pt. V The Wisdom of Practical Experience 155
Wise Lessons 157
Assess, Understand, Implement 161
Plan, Sell, and Win 163
Keep Your Word 169
Success at the High Ground 171
Book Two: The Art of War 173
Index 225
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  • Anonymous

    Posted November 23, 2003

    Sun Tzu: Strategies for Selling

    Another delicious offerring from the foremost authority on Sun Tzu. The East and the West has her own unique strengths. In this book, Mr Michaelson integrates the Eastern and Western Wisdom into a synergistic strategic and tactical endeavour. In this fantastic book the twain have met. Drawing on examples from today, and based on lessons from the past, this book belongs on the bookshelf of every serious selling professional. Read this book and you are closer to Tao: the effortless way, winning without fighting.

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