The Art of War Plus the Art of Sales: Sun Tzu’s Strategy for Salespeople - Softcover

Gagliardi, Mr. Gary J; Tzu, Mr. Sun

Softcover

ISBN 10: 1929194730 ISBN 13: 9781929194735

Publisher: Clearbridge Publishing, 2014

Synopsis

Two books in one! The complete text of The Art of War PLUS a special adaptation for strategically developing your sales territory. This was Gary Gagliardi's first adaptation of Sun Tzu, written for the salespeople of his own software company that became one of the Inc. 500 fastest growing companies in America. The sales methods presented in this book follow Sun Tzu's principles line by line, with the complete text of The Art of War  The Art of War is on the left-hand pages, and the sales adaptation, Sales Warrior, on the facing right-hand pages. In the .EPUB and .MOBI formats, each stanza of The Art of War is followed by the stanza adapted for salespeople. Readers get both the proven philosophy that has survived 2,500 years and a practical sales adaptation of those ideas.

A Complete Sales Guide

The Art of War for the Sales Warrior and The Art of War plus the Art of Sales (the title of an earlier editions) cover every aspect of sales. Each chapter is a highly condensed tutorial in basic sales strategy. Below we offer a brief description of each of the sales chapters.

1. Sales Analysis covers Sun Tzu's basic sales concepts and the five factors that determine success in sales.
2. Choosing to Sell analyzes the investment you must make selling and the way you generate income quickly and easily.
3. Planning Your Territory discusses the importance of focus, using your time well, and the five ingredients you need to win customers.
4. Sales Position talks about how to use the six steps in the sales process to avoid losing customers while you patiently discover how to win them.
5. Persuasion explores the way you combine standard and creative techniques to sway customers, and the timing necessary to close them.
6. Disadvantages and Advantages shows you how to build a dominant position with the customer and how you manage different types of customers.
7. Sales Contact explains how to control the sales situation and how your efforts alone determine its outcome.
8. Adjusting to the Sales Situation emphasizes flexibi

   Reviews

   "Two books in one, this re-translating of Sun Tzu’s classic warfare text, The Art of War, runs side by side with Gagliardi’s application of it to the business of selling. Both are excellent guides to their subject...the material it delivers provides the weapons any sales professional needs to achieve his or her mission and win."
   F. JOHN REH, About.com Guide to Management

   "In these hectic and competitive times, you always need to know better ways to sell. The Art of War for the Sales Warrior is full of techniques that you can read about on your way to a sales call and use during your meeting. I’ve already recommended it to my clients."
   JAN WALLEN, Consultant and Author of "CRM-Powered Selling" Column

   "When you are in the trenches, The Art of War for the Sales Warrior gives you the strategy and tactics to pick your battles and win the war. A unique approach." 
   MARJORIE BRODY, CSP, CMC, President, Brody Communications Ltd.

   "One of the most unique and well-written sales books I have seen in many years. It is full of wisdom, power, and dignity. It stands in sharp contrast to the many hype-filled books on ‘sales motivation’ and the wimpy ‘new age’ books that rail on and on against the use of power and influence in selling. Sales Warrior is a breath of fresh air in the stale, stodgy world of sales training books."
   DONALD J. MOINE, Ph.D., Sales Psychologist, Coauthor, Unlimited Selling Power

About this title

From the Publisher:

Buying this book gives you access to our FREE Study Guide on our web site with hundreds of pages of analysis of Sun Tzu's competitive system. While testing your skills, this study guide explains each stanza of The Art of Sales and Sun Tzu's method for building competitive advantage in the sales process. You can also use this site to download our free art of war screen saver and motivational posters.

From the Author:

I used these ideas in building my own multi-million dollar software company, writing the first version of The Art of Sales for my own sales force. This book adapts Sun Tzu's practical approach to competition to modern sales.

About this edition

• Publisher: Clearbridge Publishing
• Publication date: 2014
• ISBN 10: 1929194730
• ISBN 13: 9781929194735
• Binding: Paperback
• Number of pages: 222