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

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

by Gerald Michaelson, Steven Michaelson, Steven W. Michaelson
     
 

Winning sales strategies from the greatest strategist of all time

In Sun Tzu Strategies for Selling, the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience shows you how the ancient Chinese General's classic strategies can lead you to victory on the increasingly competitive sales battlefield—or, better yet,

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Overview

Winning sales strategies from the greatest strategist of all time

In Sun Tzu Strategies for Selling, the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience shows you how the ancient Chinese General's classic strategies can lead you to victory on the increasingly competitive sales battlefield—or, better yet, without doing battle at all!

Packed with brilliant insights that will help you establish long-term relationships with your clients and 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 actions that will help you win big sales and keep your customers coming back for more. You'll learn how to:

  • Occupy the high ground—think positively
  • Be willing to lose—take risks
  • Win without fighting—develop a superior strategy
  • Seize the initiative—beat your competitors to the punch
  • Be flexible—change your tactics to fit changing circumstances
  • Consolidate your achievements—sell solutions

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Product Details

ISBN-13:
9780071427302
Publisher:
McGraw-Hill Professional Publishing
Publication date:
10/20/2003
Edition description:
First Edition
Pages:
230
Sales rank:
1,468,542
Product dimensions:
6.00(w) x 9.00(h) x 0.58(d)

Related Subjects

Table of Contents

Preface
Book One: Applying Timeless Wisdom1
Pt. IPersonal Strength Wisdom3
1Meet the Enemy11
2Knowledge Leads to Victory14
3Be Professional18
4Occupy the High Ground24
5Be an Expert29
6Understand Selling as a Process31
7Be Organized - Have a System34
8Get Better and Better37
Pt. IIPlanning Wisdom41
9Get Your Strategy Right45
10Win without Fighting49
11Know Your Competitor54
12Aim for Big Wins57
13Learn from Lost Sales59
Pt. IIIWisdom for Initiating Action63
14Seize the Initiative67
15Feed the Funnel71
16Sell from Strength75
17Teamwork Works78
18Time and Timing Aid Victory82
19Be a Gorilla - or Be a Guerilla84
20Take Calculated Risks86
21When Things Go Wrong88
Pt. IVWisdom for Structuring the Sale91
22Set the Stage97
23Ask Questions and Listen, Please104
24Turn Problems into Opportunities112
25Scope It Up - or Down116
26Tip the Scales119
27Offer a Unique Selling Proposition127
28Do the Extraordinary130
29Work the Advantages135
30Winning Is the Best Option138
31Be Flexible142
32Watch for Buying Signals145
33Build Long Term152
Pt. VThe Wisdom of Practical Experience155
Wise Lessons157
Assess, Understand, Implement161
Plan, Sell, and Win163
Keep Your Word169
Success at the High Ground171
Book Two: The Art of War173
Index225

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