{"product_id":"heavy-hitter-selling-9780471787006","title":"Heavy Hitter Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eWhat separates ordinary salespeople from Heavy Hitters?\u003c\/b\u003e  \u003cp\u003eThe 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 \u003ci\u003eHeavy Hitter Selling\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eInside, you''ll find proven guidance and expert tips on:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUnderstanding how people think and communicate\u003c\/li\u003e \u003cli\u003eFinding the right words at the right time\u003c\/li\u003e \u003cli\u003ePredicting a customer''s behavior and influencing his thoughts\u003c\/li\u003e \u003cli\u003eBuilding customer rapport and understanding their motivations\u003c\/li\u003e \u003cli\u003ePersuading both the customer''s rational mind and his emotional subconsciou\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eIntroduction: Why Should You Read This Book?  \u003cp\u003e\u003cb\u003ePart One: The Human Nature of Communication.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: The Heavy Hitter.\u003c\/p\u003e \u003cp\u003eChapter 2: How People Communicate.\u003c\/p\u003e \u003cp\u003eChapter 3: How People Are Wired.\u003c\/p\u003e \u003cp\u003eChapter 4: How People Think.\u003c\/p\u003e \u003cp\u003eChapter 5: Finding the Truth.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Customer Sales Strategies.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6: Choosing Your Battles.\u003c\/p\u003e \u003cp\u003eChapter 7: Building Customer Rapport.\u003c\/p\u003e \u003cp\u003eChapter 8: Your Two Most Important Customers: Your Manager and You.\u003c\/p\u003e \u003cp\u003eChapter 9: Finding Your Coach.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: The Power of Persuasion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10: The Deeper Meaning of Language.\u003c\/p\u003e \u003cp\u003eChapter 11: Intuitive Persuasion.\u003c\/p\u003e \u003cp\u003eChapter 12: Metaphors for the Mind.\u003c\/p\u003e \u003cp\u003eEpilogue.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eBibliography.\u003c\/p\u003e \u003cp\u003eGlossary.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402673758551,"sku":"9780471787006","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471787006.jpg?v=1730481190","url":"https:\/\/bookcurl.com\/products\/heavy-hitter-selling-9780471787006","provider":"Book Curl","version":"1.0","type":"link"}