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

"The Giants of Sales" introduces readers to John Henry Patterson, Dale Carnegie, Joe Girard, and Elmer Wheeler - all true innovators of great salesmanship. The book presents the fascinating, time-tested techniques of these sales gurus, and demonstrates how they are still powerful tools salespeople should use today. Part history and part how-to, this unique book literally brings the sales strategies to life in the stories of the men who developed them - and changed the face of selling forever.

"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."

This invaluable guide introduces you to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. Sales theories come and go, but nothing beats learning from the original masters. The Giants of Sales 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 you practical, real-world techniques based on the time-tested wisdom of true sales masters. "If you're weary of fads, one-size-fits-all methods, or missives from self-styled gurus, this is the sales book you've been waiting for. Packed with colourful historical detail and insights into the secrets of sales success, The Giants of Sales examines the key innovations and lasting impact of the four greatest sales gurus of the twentieth century." "Like no other book, The Giants of Sales gives you a broad and deep understanding of the entire selling field. It helps you weigh the pros and cons of the selling methods these innovators spurred - process-oriented sales methods, relationship-driven methods, linguistic approaches, and tactical methods. And it gives you step-by-step advice for making some of the most powerful ideas in the history of selling work for you."--Jacket Introduces readers to John Henry Patterson, Dale Carnegie, Joe Girard, and Elmer Wheeler - innovators of great salesmanship. This book presents the techniques of these sales gurus, and demonstrates how they are powerful tools salespeople should use.