The Giants of Sales

Why did I choose this resource?The Giants of Sales

I chose this resource to learn different sales methods and how they were developed.

What did you learn from it?

I learned different sales methods, how they were invented, and which sales scenarios they work best for.

Key Knowledge

  • The Four Basic Sales Groups
    • Process Oriented
      • Most used
      • Specific steps
      • Easy to explain and measure
      • Works well with complex products or teams
    • Relationship-driven
      • Bond formed with client
      • Relies on salesperson, not product
      • More repeat business
      • Works well for selling commodities or intangibles, consulting services
    • Linguistic
      • Specific words and phrases used during the sale to influence a buyer’s decision
      • Communicate messages more effectively
    • Tactical
      • Sales techniques
      • Performance boosting skills
      • Training targets the sale person’s weak areas
  • Joseph Crane’s Process – “Consultive”
    • Identify the customer’s problems.
      • What is there biggest woe?
    • Develop a specific value proposition.
      • Know your potential client!
    • Show how the solution fits.
      • How does your product or service solve the clients problem?
    • Ask for the order.
      • Do not wait for the client to tell you they want your product or service.
  • Dale Carnegie’s “6 Ways to Make People Like You”
    • Become genuinely interested in other people.
    • Smile!
    • Use the person’s name.
    • Listen. Encourage the person to speak about themselves.
    • Converse about the person’s interests.
    • Make the person feel significant while being sincere.
  • Elmer Wheeler Sales Pointers
    • “Don’t sell the steak, sell the sizzle”
      • What is your products main appeal.
    • “Don’t write – telegraph”
      • Spark a customer’s interest quickly and with few words.
    • “Say it with flowers”
      • Don’t just say it, explain it.
    • “Don’t ask if – ask which!”
      • Offer a choice instead of asking an open ended question.
    • “Watch your bark!”
      • Use more than your words, communicate with your voice, delivery, body language, and facial expressions.
  • Joe Girard “The Greatest Salesman in the World”
    • Likeable
    • Mirrored clients speech and dress
    • Listened intently to prospects
    • Made use of his entire day
    • Offered “samples”
    • Nurtured every lead
    • Kept in touch with clients, sent greeting and birthday cards
    • Invented the “Law of 250”

How are you using what you learned?

I am using what I learned to improve our sales process and client relationships.

Key Changes / Key Actions

  • Develop a sales pitch
  • Send greeting and birthday cards to clients


  • Name : The Giants of Sales
  • Author : Tom Sant
  • Link to Book

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