Tom Sant

Tom Sant: Books & Videos

By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on:

• How to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others
• The Seven Worst Proposal Mistakes illustrated with real-world examples

This is an essential book for anyone seeking to win contracts and sell projects.
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The Giants Of Sales
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 relationships...and 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.

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The Language of Success, Vol. 2
Language is the medium of business. To be successful, we need to communicate effectively in writing. That’s true whether we are providing instructions to our colleagues, communicating with our customers, or advising our direct reports. We must be able to deliver clear, accurate messages that inform, persuade and motivate. Unfortunately, people lapse into habits that interfere with their ability to communicate. The Language of Success shows readers how to avoid these mistakes, and to write lucid, concise, and accurate e-mails, letters, performance appraisals, and presentations. Now anyone can master the lost art of clear writing and:

• eliminate ambiguities, jargon and grandiose claims
• master proper paragraph structure so the message doesn’t get muddled
• avoid wishy-washy or misleading terms like “world class” or “state of the art”
• write clear concise sentences that follow the “first time right rule”
• use e-mail professionally and efficiently
• create career-enhancing reports

Honest and authoritative, The Language of Success will gives readers practical techniques to help readers cut through the fluff, guff, geek, and hyperbole, write exceptional business documents, and get their message heard.
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