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Sun Tzu Strategies for Selling

Sun Tzu Strategies for Selling

          
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About the Book

In Sun Tzu Strategies for Selling, the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience shows you how the ancient Chinese General's classic strategies can lead you to victory on the increasingly competitive sales battlefield--or, better yet, without doing battle at all! Packed with brilliant insights that will help you establish long-term relationships with your clients and 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 actions that will help you win big sales and keep your customers coming back for more. You'll learn how to: • Occupy the high ground--think positively • Be willing to lose--take risks • Win without fighting--develop a superior strategy • Seize the initiative--beat your competitors to the punch • Be flexible--change your tactics to fit changing circumstances • Consolidate your achievements--sell solutions

Table of Contents:
Preface Book One: Applying Timeless Wisdom Part I: Personal Strength Wisdom Chapter 1. Meet the Enemy Chapter 2. Knowledge Leads To Victory Chapter 3. Be Professional Chapter 4. Occupy the High Ground Chapter 5.Be an Expert Chapter 6. Understand Selling As a Process Chapter 7. Be Organized?Have a System Chapter 8. Get Better and Better Part II: Planning Wisdom Chapter 9. Get Your Strategy Right Chapter 10. Win Without Fighting Chapter 11. Know Your Competitor Chapter 12. Aim for Big Wins Chapter 13. Learn From Lost Sales Part III: Wisdom for Initiating Action Chapter 14. Seize the Initiative Chapter 15. Feed the Funnel Chapter 16. Sell From Strength Chapter 17. Teamwork Works Chapter 18. Time and Timing Aid Victory Chapter 19. Be a Gorilla?or Be a Guerilla Chapter 20. Take Calculated Risks Chapter 21. When Things Go Wrong Part IV: Wisdom for Structuring the Sale The First Step: Create A Need Chapter 22. Set the Stage Chapter 23. Ask Questions and Listen, Please Chapter 24. Turn Problems into Opportunities The Second Step: Maximizing The Need Chapter 25. Scope It Up?Or Down Chapter 26. Tip the Sales The Third Step: Fill The Need Chapter 27. Offer a Unique Selling Proposition Chapter 28. Do the Extraordinary Chapter 29. Work the Advantages Chapter 30. Winning Is the Best Option Chapter 31. Be Flexible Chapter 32. Watch For Buying Signals Chapter 33. Build Long Term Part V: The Wisdom of Practical Experience Wise Lessons Assess, Understand, Implement Plan, Sell, and Win Keep Your Word Success at the High Ground Book TWO: The ART of War by Sun Tzu Index


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Product Details
  • ISBN-13: 9780070587359
  • Publisher: Tata Mcgraw Hill
  • Publisher Imprint: Tata Mcgraw Hill
  • Edition: 1
  • No of Pages: 240
  • ISBN-10: 0070587353
  • Publisher Date: 2004
  • Binding: Paperback
  • Language: English
  • Weight: 500 gr

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