Summary of The Giants of Sales

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The Giants of Sales book summary
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Rating

9 Overall

8 Applicability

8 Innovation

9 Style

Recommendation

Books about selling are seldom considered page turners, but this work by persuasion expert Tom Sant is a rare exception. Sant tells the captivating stories of four sales giants: John Henry Patterson, Dale Carnegie, Elmer Wheeler and Joe Girard, and describes their profound impact on the way products and services are bought and sold. Their sea changes in the once-quiet waters of the sales profession still make waves. Each sales pioneer spawned a new approach to selling. Sant explores their methods, discusses why they worked so well, and gives you step-by-step advice about applying these strategies to your sales practice. If you want to learn from the masters, instead of the self-appointed sales guru of the month, getAbstract feels there is no better place to start. Those who are interested in history - as well as in sales techniques - will find this a fascinating read.

In this summary, you will learn

  • How the pioneers of sales developed revolutionary approaches to selling;
  • What lessons their life stories teach; and
  • How to apply the four basic sales methods: "process-oriented, relationship-based, linguistic and tactical."
 

About the Author

Tom Sant, who founded and ran his own corporation, is the creator of a popular sales software program and the author of Persuasive Business Proposals. His clients include major technology, accounting and software companies.

 

Summary

Sales as a Profession
Just like the electric light bulb and the telephone, the concept of selling as a skill had to be invented. In the nineteenth century, selling happened more by coincidence than through a thought-out method of qualifying customers, developing proposals and closing deals...

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