{"product_id":"heavy-hitter-sales-wisdom-9780470052310","title":"Heavy Hitter Sales Wisdom","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePraise for \u003ci\u003eHeavy Hitter Sales Wisdom\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003eSteve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers'' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople''s pockets.\u003cbr\u003e Gerhard Gschwandtner Founder and Publisher, \u003ci\u003eSelling Power\u003c\/i\u003e magazine\u003c\/p\u003e \u003cp\u003eSteve Martin''s interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople.\u003cbr\u003e Jay Fulcher, Chief Executive Officer, Agile Software\u003c\/p\u003e \u003cp\u003eThis powerful book provides real-world strategies you can use to increase sales immediately!\u003cbr\u003e Brian Tracy, President, Brian Tracy International, author, \u003ci\u003eGetting Rich Your Own Way\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eHeavy Hitter Sales Wisdom goes beyond the traditional description of sales c\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction: Strategy, Persuasion, and Common Sense—the Three Parts of Sales Wisdom.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePart One Sales Warfare Strategies.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 1 The Grand Strategy of War.\u003c\/p\u003e \u003cp\u003eThe Changing Nature of Sales.\u003c\/p\u003e \u003cp\u003eThe Indirect Strategy.\u003c\/p\u003e \u003cp\u003eThe Seven Principles of the Indirect Strategy.\u003c\/p\u003e \u003cp\u003eThe Indirect Strategy in Sales.\u003c\/p\u003e \u003cp\u003eClosing Thoughts.\u003c\/p\u003e \u003cp\u003eCHAPTER 2 Battlefield Tactics.\u003c\/p\u003e \u003cp\u003eGrand Strategy, Battles, and Battlefield Maneuvers.\u003c\/p\u003e \u003cp\u003eCharting Your Position.\u003c\/p\u003e \u003cp\u003eBattlefield Tactics Based on Position.\u003c\/p\u003e \u003cp\u003eIndividual Battlefield Tactic Case Study.\u003c\/p\u003e \u003cp\u003eCompany Battlefield Tactic Case Study.\u003c\/p\u003e \u003cp\u003eClosing Thoughts.\u003c\/p\u003e \u003cp\u003eCHAPTER 3 The Five Steps to Victory.\u003c\/p\u003e \u003cp\u003eStep 1—Set the Tempo.\u003c\/p\u003e \u003cp\u003eStep 2—Focus on Human Nature (Winning Hearts and Minds).\u003c\/p\u003e \u003cp\u003eStep 3—Enlist Spies.\u003c\/p\u003e \u003cp\u003eStep 4—Understand How the Objective Is Organized.\u003c\/p\u003e \u003cp\u003eStep 5—Go After the Leaders.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two Secrets of Persuasion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 4 Real Persuasion.\u003c\/p\u003e \u003cp\u003eDecision Making 101.\u003c\/p\u003e \u003cp\u003eSpeak to Each Person Individually.\u003c\/p\u003e \u003cp\u003eSpeak with Compassion.\u003c\/p\u003e \u003cp\u003eSpeak with Congruence.\u003c\/p\u003e \u003cp\u003eConnect with the Senses.\u003c\/p\u003e \u003cp\u003eTell Stories to Illustrate Complex Ideas.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003eCHAPTER 5 Meeting of the Minds.\u003c\/p\u003e \u003cp\u003eConnecting with Minds.\u003c\/p\u003e \u003cp\u003eWhy George Bush Won the 2004 Presidential Election.\u003c\/p\u003e \u003cp\u003eBalanced Communicators.\u003c\/p\u003e \u003cp\u003eThe Subconscious Decision Maker.\u003c\/p\u003e \u003cp\u003eThe Different Types of Persuasion.\u003c\/p\u003e \u003cp\u003eThe Persuasive Corporate Sales Presentation.\u003c\/p\u003e \u003cp\u003eOrganizing the Presentation.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Common-Sense Tips.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 6 Common-Sense Selling.\u003c\/p\u003e \u003cp\u003eCesspool.\u003c\/p\u003e \u003cp\u003eWho Are You?\u003c\/p\u003e \u003cp\u003ePrice.\u003c\/p\u003e \u003cp\u003eSeven Reasons Why Indy Race Car Driving Is Like Sales.\u003c\/p\u003e \u003cp\u003eDon’t Panic.\u003c\/p\u003e \u003cp\u003ePeer Pressure.\u003c\/p\u003e \u003cp\u003eLessons Learned.\u003c\/p\u003e \u003cp\u003eThe Fantasy of Spam.\u003c\/p\u003e \u003cp\u003eCliffs Notes.\u003c\/p\u003e \u003cp\u003eExaggerators, Sandbaggers, and Heavy Hitters.\u003c\/p\u003e \u003cp\u003eThe Seven Deadly Sins of Salespeople.\u003c\/p\u003e \u003cp\u003eGo, Fight, Win!\u003c\/p\u003e \u003cp\u003eFive Questions to Ask after a Loss.\u003c\/p\u003e \u003cp\u003eAre You Contagious?\u003c\/p\u003e \u003cp\u003eAlways Follow Your Intuition.\u003c\/p\u003e \u003cp\u003eBoy, Were They Wrong!\u003c\/p\u003e \u003cp\u003eWarning Signs.\u003c\/p\u003e \u003cp\u003eTest Your Selling Style.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003eCHAPTER 7 The Life of a Salesperson.\u003c\/p\u003e \u003cp\u003eLong Lunch.\u003c\/p\u003e \u003cp\u003eThe 19.5 Reasons You Will Fail.\u003c\/p\u003e \u003cp\u003eKeep Perspective.\u003c\/p\u003e \u003cp\u003eAsk the Experts.\u003c\/p\u003e \u003cp\u003eWhy Does My Sales Manager Dislike Me?\u003c\/p\u003e \u003cp\u003eSix Comments.\u003c\/p\u003e \u003cp\u003eSelf-Perception.\u003c\/p\u003e \u003cp\u003eFreedom.\u003c\/p\u003e \u003cp\u003eSharpshooter.\u003c\/p\u003e \u003cp\u003eFatal Faux Pas..\u003c\/p\u003e \u003cp\u003eFacing the End.\u003c\/p\u003e \u003cp\u003eKeep Your Goals to Yourself.\u003c\/p\u003e \u003cp\u003ePreconceived Ideas.\u003c\/p\u003e \u003cp\u003eHey, Hey, We’re the Monkeys.\u003c\/p\u003e \u003cp\u003eMonday-Morning Quarterbacks.\u003c\/p\u003e \u003cp\u003eSo You Want to Be a Manager.\u003c\/p\u003e \u003cp\u003eLost Cause.\u003c\/p\u003e \u003cp\u003eMissing History.\u003c\/p\u003e \u003cp\u003eYou’re Already Rich.\u003c\/p\u003e \u003cp\u003eFinal Advice.\u003c\/p\u003e \u003cp\u003eEpilogue.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons","offers":[{"title":"Default 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