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The Art of Sales: Sun Tzu's The Art of War for Sales Warriors
     

The Art of Sales: Sun Tzu's The Art of War for Sales Warriors

by Gary Gagiardi
 
Two books in one! The complete text of Gagliardi's award-winning English translation of Sun Tzu's The Art of War (not fragmentary public domain translations) PLUS a special line-by-line adaptation applying Sun Tzu's competitive principles to selling. Based on methods the author used to build an Inc. 500 company. This sales adaptation has been translated into languages

Overview

Two books in one! The complete text of Gagliardi's award-winning English translation of Sun Tzu's The Art of War (not fragmentary public domain translations) PLUS a special line-by-line adaptation applying Sun Tzu's competitive principles to selling. Based on methods the author used to build an Inc. 500 company. This sales adaptation has been translated into languages around the world and sold tens of thousands of copies.

The sales methods presented in this book follow Sun Tzu's principles line by line, with the complete text of The Art of War. Each stanza of The Art of War is followed by the stanza adapted for salespeople today, converting the military concepts of the original work into terms and concepts taught in modern selling.

Each chapter is a highly condensed tutorial in basic sales strategy. Below we offer a brief description of each of the sales chapters.

- Sales Analysis covers Sun Tzu's basic sales concepts and the five factors that determine success in sales.
- Choosing to Sell analyzes the investment you must make selling and the way you generate income quickly and easily.
- Planning Your Territory discusses the importance of focus, using your time well, and the five ingredients you need to win customers.
- Sales Position talks about how to use the six steps in the sales process to avoid losing customers while you patiently discover how to win them.
- Persuasion explores the way you combine standard and creative techniques to sway customers, and the timing necessary to close them.
- Disadvantages and Advantages shows you how to build a dominant position with the customer and how you manage different types of customers.
- Sales Contact explains how to control the sales situation and how your efforts - Adjusting to the Sales Situation emphasizes flexibility. It explains how to respond to the circumstances in which you find yourself.
- Moving Sales Forward concentrates on sales to businesses. It covers the different types of organizations you have to sell to and how to deal with them.
- Customer Relationships discusses the different types of customers. It reveals how customer nature determines your relationship with both them and the competition.
- Sales Situations is the longest and most detailed chapter. It analyzes the nine common sales situations and shows you how to respond to them.

Editorial Reviews

F. JOHN REH
Two books in one, this re-translating of Sun Tzu’s classic warfare text, The Art of War, runs side by side with Gagliardi’s application of it to the business of selling. Both are excellent guides to their subject...the material it delivers provides the weapons any sales professional needs to achieve his or her mission and win.
JAN WALLEN
"In these hectic and competitive times, you always need to know better ways to sell. The Art of War for the Sales Warrior is full of techniques that you can read about on your way to a sales call and use during your meeting. I’ve already recommended it to my clients."
DONALD J. MOINE
"One of the most unique and well-written sales books I have seen in many years. It is full of wisdom, power, and dignity. It stands in sharp contrast to the many hype-filled books on ‘sales motivation’ and the wimpy ‘new age’ books that rail on and on against the use of power and influence in selling. Sales Warrior is a breath of fresh air in the stale, stodgy world of sales training books."

Product Details

BN ID:
2940013936140
Publisher:
Science of Strategy Institute
Publication date:
03/06/2012
Sold by:
Barnes & Noble
Format:
NOOK Book
Sales rank:
963,945
File size:
1 MB

Meet the Author

Gary Gagliardi is a multiple award-winning author, successful high-tech entrepreneur, an internationally-known strategic trainer, and America's leading authority on the ancient Chinese system of Sun Tzu.

Among his accomplishments are:
- Authoring over two dozen books on technology, business, marketing, and self-help, with ten of his books winning award recognition in eleven different non-fiction categories,
- Appearing as a strategy expert on hundreds of radio and TV shows all across the country,
- Building an Inc. 500 accounting software company with offices across the U.S. and in Europe,
- Having his books have been translated into a dozen different languages and published around the world with his translation of Sun Tzu's used as the basis for translation into other langauges,
- Speaking all over the world and training the employees of some of the world's largest organizations in competitive strategy, including the organizations listed on the far right hand column.

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