Description

Book Synopsis
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:

  • Understanding how people think and communicate
  • Finding the right words at the right time
  • Predicting a customer''s behavior and influencing his thoughts
  • Building customer rapport and understanding their motivations
  • Persuading both the customer''s rational mind and his emotional subconsciou

    Table of Contents
    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.

Heavy Hitter Selling

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    A Paperback / softback by Steve W. Martin

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      Book details

      Publisher John Wiley & Sons Inc
      Published 9 May 2006
      ISBN-13 9780471787006
      978-0471787006
      ISBN-10 0471787000

      Description

      Book Synopsis
      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:

      • Understanding how people think and communicate
      • Finding the right words at the right time
      • Predicting a customer''s behavior and influencing his thoughts
      • Building customer rapport and understanding their motivations
      • Persuading both the customer''s rational mind and his emotional subconsciou

        Table of Contents
        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.

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