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Heavy Hitter Selling
How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
Steve W. Martin (Author)
9780471787006, Wiley
Paperback / softback, published 9 May 2006
400 pages
22.9 x 15.5 x 2.8 cm, 0.485 kg
What separates ordinary salespeople from Heavy Hitters? The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter. Inside, you'll find proven guidance and expert tips on: "Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone." "This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market." "Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win." "Heavy Hitter Selling is different-[a book that] will help you make lots of money."
—Harvard Business School Review
—Brian Tracy, author, Million Dollar Habits
—Jay Fulcher, President and COO, Agile Software
—Gerald D. Cohen, CEO, Information Builders, Inc.
Introduction: Why Should You Read This Book? Part One: The Human Nature of Communication. Chapter 1: The Heavy Hitter. Chapter 2: How People Communicate. Chapter 3: How People Are Wired. Chapter 4: How People Think. Chapter 5: Finding the Truth. Part Two: Customer Sales Strategies. Chapter 6: Choosing Your Battles. Chapter 7: Building Customer Rapport. Chapter 8: Your Two Most Important Customers: Your Manager and You. Chapter 9: Finding Your Coach. Part Three: The Power of Persuasion. Chapter 10: The Deeper Meaning of Language. Chapter 11: Intuitive Persuasion. Chapter 12: Metaphors for the Mind. Epilogue. Notes. Bibliography. Glossary. Index. About the Author.
Subject Areas: Business & management [KJ]
