Details

Heavy Hitter Sales Wisdom

Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
1. Aufl.

von: Steve W. Martin
17,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	15.12.2006
ISBN/EAN:	9780470069936
Sprache:	englisch
Anzahl Seiten:	272

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Beschreibungen

Titelbeschreibung

Praise for Heavy Hitter Sales Wisdom "Steve 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." —Gerhard Gschwandtner Founder and Publisher, Selling Power magazine "Steve 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." —Jay Fulcher, Chief Executive Officer, Agile Software "This powerful book provides real-world strategies you can use to increase sales immediately!" —Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way "Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition." —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard "Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal." —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail

Inhaltsverzeichnis

Introduction: Strategy, Persuasion, and Common Sense—the Three Parts of Sales Wisdom. Part One Sales Warfare Strategies. CHAPTER 1 The Grand Strategy of War. The Changing Nature of Sales. The Indirect Strategy. The Seven Principles of the Indirect Strategy. The Indirect Strategy in Sales. Closing Thoughts. CHAPTER 2 Battlefield Tactics. Grand Strategy, Battles, and Battlefield Maneuvers. Charting Your Position. Battlefield Tactics Based on Position. Individual Battlefield Tactic Case Study. Company Battlefield Tactic Case Study. Closing Thoughts. CHAPTER 3 The Five Steps to Victory. Step 1—Set the Tempo. Step 2—Focus on Human Nature (Winning Hearts and Minds). Step 3—Enlist Spies. Step 4—Understand How the Objective Is Organized. Step 5—Go After the Leaders. Conclusion. Part Two Secrets of Persuasion. CHAPTER 4 Real Persuasion. Decision Making 101. Speak to Each Person Individually. Speak with Compassion. Speak with Congruence. Connect with the Senses. Tell Stories to Illustrate Complex Ideas. Conclusion. CHAPTER 5 Meeting of the Minds. Connecting with Minds. Why George Bush Won the 2004 Presidential Election. Balanced Communicators. The Subconscious Decision Maker. The Different Types of Persuasion. The Persuasive Corporate Sales Presentation. Organizing the Presentation. Conclusion. Part Three Common-Sense Tips. CHAPTER 6 Common-Sense Selling. Cesspool. Who Are You? Price. Seven Reasons Why Indy Race Car Driving Is Like Sales. Don’t Panic. Peer Pressure. Lessons Learned. The Fantasy of Spam. Cliffs Notes. Exaggerators, Sandbaggers, and Heavy Hitters. The Seven Deadly Sins of Salespeople. Go, Fight, Win! Five Questions to Ask after a Loss. Are You Contagious? Always Follow Your Intuition. Boy, Were They Wrong! Warning Signs. Test Your Selling Style. Conclusion. CHAPTER 7 The Life of a Salesperson. Long Lunch. The 19.5 Reasons You Will Fail. Keep Perspective. Ask the Experts. Why Does My Sales Manager Dislike Me? Six Comments. Self-Perception. Freedom. Sharpshooter. Fatal Faux Pas.. Facing the End. Keep Your Goals to Yourself. Preconceived Ideas. Hey, Hey, We’re the Monkeys. Monday-Morning Quarterbacks. So You Want to Be a Manager. Lost Cause. Missing History. You’re Already Rich. Final Advice. Epilogue. Notes. Index. About the Author.

Autorenportrait

STEVE W. MARTIN is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neurolinguistics, he has developed effective models that have helped thousands of salespeople become heavy hitter revenue producers. He is also the author of Heavy Hitter Selling, from Wiley.

Back cover copy

Steve Martin introduced his innovative sales system in Heavy Hitter Selling. That book showed you how to become a Heavy Hitter—that special seller who doesn’t just succeed, but succeeds wildly. And it showed you that the key to sales success is in learning how people think and communicate, how they make decisions, and how to use science-based tactics and techniques to persuade them. Now, as a follow-up to that successful sales primer, comes Heavy Hitter Sales Wisdom, a book of insight from some of the world’s heaviest hitters of all time—from Sun Tzu to George S. Patton, Jesus Christ to Siddhartha Gautama. But what do all these famous figures have to do with sales? Just like the best Heavy Hitters in sales, they were masters of strategy, persuasion, and commonsense judgment. Those salespeople who successfully master the three roles of strategist, persuader, and sage of common sense become true Heavy Hitters. They exceed quotas, close the biggest deals, make tons of money, and enjoy themselves in the process. Heavy Hitter Selling taught you how to join the ranks of that sales elite. Heavy Hitter Sales Wisdom offers a bracing jolt of motivation, effective strategy, and hard-earned wisdom to help solidify your status as a Heavy Hitter. Heavy Hitter Sales Wisdom neither oversimplifies the art of selling, nor overanalyzes the minute details of sales strategy. It provides even experienced sales professionals with state-of-the-art sales strategies, truly enlightening wisdom, and a uniquely entertaining approach to sales. It condenses the teaching of some of the greatest military and political leaders into a healthy serving of strategy and tactics for those of us who want to plan and win the big sales battles—against the competition in the marketplace and against customers themselves. And it’s especially useful for those professionals in complex or business-to-business sales who must penetrate bureaucracies, influence key decision makers, and tailor their products to fit their customers’ specific needs. This book teaches sales strategy, persuasion skills, and common-sense tactics based on the wisdom of some of the greatest figures in history—the original Heavy Hitters. If you want to win more sales and become a Heavy Hitter yourself, this wise, practical resource guides your way with advice from some of the most influential people of all time.