The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You about Real Sales Success

Front Cover
AMACOM Div American Mgmt Assn, 2006 - Business & Economics - 228 pages
3 Reviews

"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."

  

What people are saying - Write a review

Review: The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You about Real Sales Success

User Review  - Wiley Fox - Goodreads

More of a historical read than anything. I found this book to be rather dull in the sense of any kind of plot, but at the same time, informative for an entrepreneurial mind. Read full review

Review: The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You about Real Sales Success

User Review  - Robert - Goodreads

Sant enables those who read his book to stand on the shoulders of four "giants" in salesmanship: John Henry Patterson, Dale Carnegie, Elmer Wheeler, and Joe Girard. Each thought of success in terms of ... Read full review

Selected pages

Contents

Stating the Obvious
3
Four Ways to Sell
15
JOHN HENRY PATTERSON THE PROCESS OF SELLING
23
Desperate in Dayton
25
A Primer on Process
37
Pattersons Legacy
53
The Pros and Cons of Sales as a Process
65
Making it Work for You
78
Thinking and Buying
128
Wheelers Deal
137
The LanguageBased Approach Today
153
Making It Work for You
162
JOE GIRARD PRIMING THE PUMP
169
Down and Out in Detroit City
171
Finding the Law of 250 at a Funeral
177
From Network to Nurture
183

DALE CARNEGIE THE APOSTLE OF INFLUENCE
83
The Young Man from Missouri
85
The Carnegie Principles
91
The 25Year Overnight Success
104
Carnegies Heirs
110
Making It Work for You
116
ELMER WHEELER THE MAGIC OF WORDS
121
Making Your Sales Sizzle
123
The Pros and Cons of Priming the Pump
193
Making It Work for You
198
CONCLUSION
203
Looking Back to Look Ahead
205
Notes
213
Index
223
Copyright

Common terms and phrases

References to this book

About the author (2006)

Tom Sant (San Luis Obispo, CA) is the creator of a widely used sales software tool. His clients include Accenture, Microsoft, Motorola, AT&T, Cisco, and hundreds of others. He is also the author of Persuasive Business Proposals.

Bibliographic information