The Sales Gurus: Lessons from the Best Sales Books of All Time

The Sales Gurus: Lessons from the Best Sales Books of All Time

by Andrew Clancy

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Overview

The Sales Gurus: Lessons from the Best Sales Books of All Time by Andrew Clancy

Since 1978, Soundview Executive Book Summaries has offered its subscribers condensed versions of the best business books published each year. Focused, insightful, and practical, Soundview's summaries have been acclaimed as the definitive selection service for the sophisticated business book reader. Now Soundview is bringing together summaries of eighteen classic and contemporary sales books, including seven never-before-published summaries. Here, in one easy-to-digest volume, is just about everything you ever wanted to know about sales. The summarized titles cover every aspect of superior salesmanship from some of the most acclaimed and legendary sales gurus. For instance: Brian Tracy gives new and experiences salespeople additional ways to improve their numbers in Be A Sales Superstar. Tom Hopkins provides advice and encouragement to transform the average salesperson into a champion in How to Master the Art of Selling. Chet Holmes presents his twelve key strategies for doubling sales in any company in The Ultimate Sales Machine. Zig Ziglar bridges the past and present of sales strategy in Ziglar on Selling. John Maxwell explains The Winning Attitude. Marc Miller helps sales professionals eliminate the adversarial stigma in A Seat at the Table. The collective wisdom contained in The Sales Guru can help any salesperson on his or her journey to becoming a sales guru.

Product Details

ISBN-13: 9781591845935
Publisher: Penguin Publishing Group
Publication date: 02/26/2013
Edition description: Reprint
Pages: 320
Sales rank: 1,259,031
Product dimensions: 5.90(w) x 8.90(h) x 1.00(d)
Age Range: 18 Years

About the Author

Andrew Clancy is a senior editor at is Soundview Executive Book Summaries, a subscription service that summarizes the most popular, relevant, and influential business books. Soundview is seen as the definitive selection service by sophisticated business book readers around the world. Clancy lives in the Delaware Valley.

Visit www.summary.com for more information.

Table of Contents

Acknowledgments vii

Introduction 1

Selling To Zebras 5

Bag The Elephant! 20

A Seat at the Table 36

Exceptional Selling 52

Customercentric Selling 68

Secrets of Question-Based Selling 86

The Power Presenter 103

Secrets of Power Negotiating for Salespeople 119

Time Traps 136

The Ultimate Sales Machine 154

The Dollarization Discipline 170

Making the Number 188

The Giants of Sales 204

Ziglar on Selling 221

How to Master the Art of Selling 237

Be a Sales Superstar 253

Stephan Schiffman's Sales Essentials 269

The Winning Attitude 286

Index 303

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