The giants of sales: what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success

Abstract

Selling in the Twenty-First Century – Stating the Obvious – Four Ways to Sell – John Henry Patterson: The Process of Selling – Desperate in Dayton – A Primer on Process – Patterson?s Legacy – The Pros and Cons of Sales as a Process – Making It Work for You – Dale Carnegie: The Apostle of Influence – The Young Man from Missouri – The Carnegie Principles – The 25-Year Overnight Success – Carnegie?s Heirs – Making It Work for You – Elmer Wheeler: The Magic of Words – Making Your Sales Sizzle – Thinking and Buying – Wheeler?s Deal – The Language-Based Approach Today – Making It Work for You – Joe Girard: Priming the Pump – Down and Out in Detroit City – Finding the Law of 250 at a Funeral – From Network to Nurture – The Pros and Cons of Priming the Pump – Making It Work for You – Looking Back to Look Ahead.