Sun Tzu Strategies for Selling: How to Use The Art of War to Build Lifelong Customer Relationships

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McGraw Hill Professional, Nov 10, 2003 - Business & Economics - 230 pages

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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Contents

Meet the Enemy
11
Knowledge Leads to Victory
14
Be Professional
18
Copyright

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About the author (2003)

Gerald A. Michaelson has held every field and headquarters sales and marketing position during his business career. A former national vice president of the sales and marketing division of the American Marketing Association, he presents his seminars on Sun Tzu to business audiences around the world.

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