The Giants of Sales
What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real
Sales Success
By Tom Sant
The sales techniques that work best...have always worked best. An incisive look at four
legendary sales pros, and how their strategies still apply today.
Sales theories come and sales theories go, but nothing beats learning from the original
masters. The Giants of Sales introduces readers to the techniques developed by four
legendary sales giants, and offers concrete examples of how they still work in the 21st
century. The book reveals how:
• In his quest to sell a brand new product known as the cash register, John Henry
Patterson came up with a repeatable sales process tailor-made for his own sales force
• Dale Carnegie taught people how to win friends and influence customers with powerful
methods that still work
• Joe Girard, listed by Guinness as the world’s greatest salesman, didn’t just sell
cars, he sold relationshipsÖand developed a successful referral business
• Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of
sales pitches on millions of people, and achieved great success in the middle of the Great
Depression
Part history and part how-to, The Giants of Sales gives readers practical, real-world
techniques based on the time-tested wisdom of true sales masters.
About the Author
Tom Sant (San Luis Obispo, CA) is the creator of a widely used sales software tool. His
clients include Accenture, Microsoft, Motorola, AT&T, Cisco, and hundreds of others.
He is also the author of Persuasive Business Proposals.
Hardback
226 pages
