Sales Methodology – Dale Carnegie

A basic sales process; a rote learning system focuses on a creating a relationship with customers and alignment to the account executive’s product or service. The foundation of Carnegie is one that should be reviewed by every account executive. Its basics are useful in every personal interaction. The Carnegie methodology is offered around the world as part of their Sales Advantage course. Along with the class, a great read is Carnegie’s legendary book How to Win Friends and Influence People (Publisher: Simon & Schuster, 1998). If you enjoy Carnegie and are interested a similar book, a wonderful publication is The Success System That Never Fails by W. Clement Stone (Publisher: Prentice-Hall, 1962) is focused on winning. Stone came from a simple background to being a multi-millionaire and philanthropist. Stone parallels much of what Carnegie covers and you get a great sense of sales in America in the 1950’s 60’s.