Overview
The best salespeople are those "Heavy Hitters" who are able touse human nature, language, and intuition to build trustingrelationships with customers and persuade them to buy. Based on hisproven and effective sales program, author Steve Martin's HeavyHitter Selling explains how you too can achieve and maintainthat 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 intoa 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 histhoughts
- Building customer rapport and understanding theirmotivations
- Persuading both the customer's rational mind and his emotionalsubconscious side
"Like other sales books published recently, this one stressesthe importance of human behavior. But unlike the others, it puts anemphasis on language. Salespeople could well benefit by exploringscientific models of language. Practical exercises make the bookuseful for everyone."
—Harvard Business School Review
"This well-written, insightful book will give you ideas andstrategies you can use to influence and persuade customers in anymarket."
—Brian Tracy, author, Million Dollar Habits
"Traditional selling focuses on product, price, and competitionand misses the most important reason people buy-people and emotion.Heavy Hitter Selling offers a different perspective that isvaluable in understanding how to win."
—Jay Fulcher, President and COO, Agile Software
"Heavy Hitter Selling is different-[a book that] will help youmake lots of money."
—Gerald D. Cohen, CEO, Information Builders, Inc.
This book title, Heavy Hitter Selling (How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy), ISBN: 9780471787006, by Steve W. Martin, published by Wiley (April 7, 2006) is available in paperback. Our minimum order quantity is 25 copies. All standard bulk book orders ship FREE in the continental USA and delivered in 4-10 business days.
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