Historical
Proof
Success in Selling
Success in Business
Success in Career
Corporate References
Award Recognition
Success in Sales
Since Gary Gagliardi personally first started using these ideas in selling
and did his first book for salespeople, lets start by looking at sales success.
Let us start with someone who is fairly new to sales, Scott Perry. Scott
joined the private sector in 2005 after a career in the military. Despite all
the books for salespeople in the marketplace, he found that he needed only one:
"I joined the private sector in 2005 as a salesman and the only book I
bought was your
Art of Sales/Art of War.
I trained myself with your book as my only aid."
How did here do using Sun Tzu as his only guide to
selling? Again, in his own words:
"I wrote 18 million dollars of new business in 2.5 yrs."
Scott has been so successful that now starting his own business of
distributing ATM systems to stores without charging the traditional transaction
fees. (More about how Sun Tzu inspires unconventional
new businesses here.)
You may think that his success was a fluke or, perhaps that he was lucky and
got into a particularly hot market. May he was impressed because it was the only
book on sales that he every read.
"Joe" Schmitter had a great deal more experience when
wrote us from
Columbia, MO.
He found us because he was always looking for new information.
He is now the top media salesperson in his market.
Having read a lot of books on sales, he immediately recognized that using Sun
Tzu in selling was very different, requiring some study and dedication. He
describes our
Sales
Warrior as:
"... much more challenging than most books I have
read...[It] has more than paid for itself. I hope to be able to re-read it
again soon so that I can take some more time to analyze all of the info you
have included."
Another sales veteran,
Ken Welch, an e-compliance consultant, also
had been in sales his entire career. At the age of 60, his fortunes dramatically
changed for the better. After going through our
Warrior Class,
he had more business than he could handle. He wrote us:
"So here's another
problem... Since implementing your principles into my business and sales
processes I'm so busy I don't have time to do my lessons."
His solution was simple. He his is hiring another salesperson and putting him
through our warrior class training as well.
We hear a lot about how our training fills in the gaps in other forms of
sales training which usually focus on the sales process. As any experienced
salesperson knows, the process doesn't define the situation. One of the great
values of Sun Tzu is that if gives salespeople a powerful set of competitive
reflexes and an alternative mental
perspective from which to see the challenges of selling.
Charlie Cook is the sales training manager for IFM Efector, Inc
in Australia. After years in training people in the sales
process, he wrote to us about what he saw:
One thing I've observed
time and time again is that people try to force the sales process onto the
situation.
After learning about Sun Tzu's system from us, he made what he found
was a uniquely valuable change to the way he does sales training:
In our training classes, I try to develop an awareness that
each situation is unique, and that how you apply the process is determined
by your knowledge of the current situation. Sun Tzu's teachings plus your
sales interpretation have been most helpful.
Even sales trainers who have a PH.D. in psychology like
Donald J. Moine, a sales psychologist and the author of several
studies about the use of psychology in sales, describes our
Sales
Warrior approach as something uniquely powerful:
"..one of the most
unique and well-written sales books I have seen in many years. It is full of wisdom,
power, and dignity. It stands in sharp contrast to the many hype-filled books on
'sales motivation' and the wimpy 'new age' books that rail on and on
against the use of power and influence in selling.
[It] is a breath of
fresh air in the stale, stodgy world of sales training books. I urge every
sophisticated sales professional and sales manager to pick up a copy. This is one of
the few books on salesmanship that will actually expand your vision of the world and of
what is possible."
So, whether you are a new salesperson or an old sales pro,
whether your goal is writing millions of dollars of business or simple being
more successful than you have ever been before, you can get a lot using our
material for training your sales reflexes.
