Sun Tzu Strategies for Selling: How to Use the Art of War to Build Lifelong Customer Relationships / Edition 1

by Steven W. Michaelson, Gerald A. Michaelson

Overview

Winning sales tactics from the greatest strategist of all time

Through his bestselling books and popular seminars, Gerald Michaelson has established himself as the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience. In Sun Tzu Strategies for Selling, the author of the bestselling Sun Tzu: The Art of War for Managers interprets the theorist's classic battle strategies specifically to help salespeople win on the increasingly competitive sales battlefield.

Packed with brilliant insights that will help anyone who sells 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 "how-tos," such as:

• Get your strategy straight
• Win without fighting
• Have a unique selling proposition
• Know your competitor
• Aim for big wins
• Learn from lost sales

Product Details

ISBN-13:	9780071427302
Publisher:	McGraw Hill LLC
Publication date:	10/20/2003
Edition description:	First Edition
Pages:	230
Product dimensions:	6.00(w) x 8.90(h) x 0.50(d)

About the Author

Steven A. Michaelson has an extensive business backgroung, including positions with Procter & Gamble and Sara Lee.

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.