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The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Successby Tom Sant
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.
Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects attention and speak to their needs. The new edition includes more valuable information than ever before, including: Essential questions for qualifying opportunities Ways to power up cover letters and executive summaries Advice for overcoming value paranoia Guidelines for incorporating proof into a proposal Tips for winning renewal contracts. Most people find proposal writing to be tedious and time-consuming and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.