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Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
John Wiley and Sons Ltd, Oct 2006, Pages: 272
Steve Martin introduced his innovative sales system in Heavy Hitter Selling. Now, as a follow-up to that successful sales primer comes Heavy Hitter Sales Wisdom, a book of insight from some of the worlds heaviest hitters of all time--from Sun Tzu to George S. Patton, Jesus Christ to Ronald Reagan. What can some of the most famous figures in military and political history teach salespeople about selling? These heavy hitters of history succeeded because they mastered the three components that all Heavy Hitter salespeople must master: strategy, persuasion, and common sense. This book teaches sales strategy, persuasion skills, and commonsense tactics based on the wisdom of some of the greatest figures in history--the original heavy hitters.
All salespeople must perform three completely different roles to succeed. First, they must be generals who create a strategy to win their wars long before the first battle begins. Second, they must be professional persuaders who convince complete strangers to follow their advice. Finally, successful salespeople must be oracles who predict their chances of winning business based upon their common-sense judgment. When a salesperson has mastered these three roles - strategist, persuader, and common-sense sage - he has attained sales wisdom and become a Heavy Hitter.
Steve W. Martin first introduced the concept of the Heavy Hitter in the book, Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Now, as a follow-up to that successful sales primer, comes Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success. This latest book is the result of thousands of sales calls with hundreds of salespeople that the author has compiled over a twenty-year career. It teaches salespeople how to master the three components of sales wisdom and apply them in a proactive, aggressive manner in order to win over customers, defeat competitors, and progress careers.
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 salespeoples pockets.'
—Gerhard Gschwandtner Founder and Publisher, Selling Power magazine
'Steve Martins 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. Its 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
About the author
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.
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