Heavy Hitter Sales Wisdom

This book will add new weapons to your arsenal." —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail Praise for Heavy Hitter Sales Wisdom "Steve Martin takes a much-needed look at how successful executives read verbal and ...

Heavy Hitter Sales Wisdom

Author: Steve W. Martin

Publisher: John Wiley & Sons

ISBN: 0470069937

Page: 272

View: 188

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

Heavy Hitter Sales Linguistics

The book presents 101 practical solutions and proven tactics to build relationships with customers and persuade them to buy during sales calls.

Heavy Hitter Sales Linguistics

Author: S. Martin

Publisher: Tilis Pub

ISBN: 9780979796142

Page: 332

View: 822

This is the first book that truly explains "sales linguistics" -- the revolutionary field of study about how customers use and interpret language during the decision-making process. Steve W Martin provides communication strategies that enable salespeople to rise above their competition and impactful psychological suggestions that compel customers' rational intellect and emotional subconscious to buy. Inside is expert advice on: Language-based strategies and tactics to secure customer meetings; What to say, do, and present in face-to-face customer meetings and phone call; Bonding with customers using sales linguistics, the study of how the customer's mind uses language; Perfecting your sales intuition so you always say the right words at the right time; Extensive examples, illustrations, and exercises in an easy-to-read format. If you are in sales, you make your living by talking. If you were a pilot, you would attend years of flight training school and many hours of simulator training before you were allowed in the cockpit of a jumbo jet. If you were a lawyer, you would intensely study law for several years and have to pass your state's bar exam to ensure your proficiency. If you are in sales, you need to study language and perfect your use of words because your most important competitive weapon is your mouth! Successful communication is at the foundation of all sales.

Sales Strategy Playbook

This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents.

Sales Strategy Playbook

Author: Steve W. Martin

Publisher:

ISBN: 9780999812945

Page: 416

View: 448

Sales Strategy Playbook provides state-of-the-art sales strategies and advanced tactics for salespeople who want to learn the secrets of becoming a top performer and achieve career success. It is a comprehensive reference guide for winning highly competitive accounts and a perennial resource to solve your toughest sales challenges. Inside, you'll find expert advice on how to: Create the winning sales strategy by controlling the sale cycle Strategically conduct sales calls and use value to differentiate yourself with C-level executives Influence buyers and evaluation committees by truly becoming a trusted advisor Penetrate new accounts using proven account-based marketing strategies Use wider, higher, and deeper client account expansion and cross-selling strategies Psychologically bond with customers using sales linguistics, the study of how the customer's mind uses language Take your career to the next level by learning how top salespeople, sales leaders, and sales organizations perform. This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a tough situation and need a thought-provoking breakthrough, or whenever you personally require a dose of sales adrenaline.

Heavy Hitter Sales Psychology

Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology helps salespeople understand how the C-level executive thinks and communicates and how to adapt their use of language to ...

Heavy Hitter Sales Psychology

Author: Steve W. Martin

Publisher: Tilis Pub

ISBN: 0979796121

Page: 293

View: 841

The biggest challenge facing salespeople today is securing meetings with C-level executives (CEO, CFO, CIO, CMO, etc.) and convincing them to buy in the life-or-death meetings that determine which salesperson will win the deal. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology helps salespeople understand how the C-level executive thinks and communicates and how to adapt their use of language to match C-level decision makers'. Martin provides language-based strategies that enable their message to rise above the competition's, a tactical plan of execution, and impactful psychological suggestions that compel executives to take action.

Heavy Hitter Selling

Practical exercises make the book useful for everyone." —Harvard Business School Review "This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market." —Brian Tracy, ...

Heavy Hitter Selling

Author: Steve W. Martin

Publisher: John Wiley & Sons

ISBN: 0470080213

Page: 384

View: 335

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 subconscious side "Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone." —Harvard Business School Review "This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market." —Brian Tracy, author, Million Dollar Habits "Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win." —Jay Fulcher, President and COO, Agile Software "Heavy Hitter Selling is different-[a book that] will help you make lots of money." —Gerald D. Cohen, CEO, Information Builders, Inc.

Selling Power

How to become a Heavy Hitter . Proven Sales Warfare Strategies . Secrets of
Persuasion , and Common - Sense Tips Wisdom . for Success Heavy Hitter Sales
Wisdom is a new book of sales insights based upon the study of some of the ...

Selling Power

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Financial Mail

Get involved in the implementation of marketing and sales strategies with short &
long term initiatives , tendering on new ... ( Nicole ) SENIOR FX DERIVATIVE
STRUCTURER : ( R700k - R600k + lucrative bonuses ) Heavy hitter required to
head ...

Financial Mail

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CSA Super Markets

Fryers did get the big ad push in Lincoln . ... The sales plan , in addition to proach
to ... Denver is the home of a and produce departments make their meat and
produce heavy hitters . top Safeway division ( doing close to ad item choices two
 ...

CSA Super Markets

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Consulting Interviews

MBAS MBAs have long been the heavy hitters of the consulting workforce . As a
result , the ... A pharmaceutical company is considering changing its sales
strategy from using a sales force with geographic territories to using specific
locations .

Consulting Interviews

Author: WetFeet.com (Firm)

Publisher: Wetfeet.Com

ISBN:

Page: 100

View: 807

One Simple Idea for Franchises Startups and Entrepreneurs

It must include a production and distribution plan, a marketing and sales plan,
and a slew of financial data and projections. ○ Put up and ... When you're the
new kid on a block dominated by heavy hitters, this is much easier said than
done.

One Simple Idea for Franchises  Startups and Entrepreneurs

Author: Stephen Key

Publisher: McGraw Hill Professional

ISBN: 0071827765

Page: 256

View: 396

TWO E-BOOKS IN ONE One Simple Idea Stephen Key has been living this dream for 30 years. The developer of such lucrative products as Michael Jordan’s WallBall®, the Spinformation® rotating label, and HotPicks® guitar picks, he knows better than anyone how to make a great living as an entrepreneur. Key develops ideas for new products, licenses them out, collects royalty checks, and doesn’t look back. You can do it, too. All you need is One Simple Idea. “Ever heard of Teddy Ruxpin or Lazer Tag? Both have Stephen Key’s mark on them. He is the Yoda or ‘renting’ ideas for serious passive income. From how-to to war stories, this is a great book.” —Tim Ferriss, author of The 4-Hour Workweek One Simple Idea for Startups and Entrepreneurs Stephen Key helps you live the entrepreneurial dream by delivering a proven, straightforward process for starting, growing, and running a business—without the need for an MBA or millions of dollars in funding. Case studies, tips, and advice from other successful entrepreneurs underscore key principles to make it easier than ever for you to achieve your business and life dreams.

The Investment Dealers Digest

Morgan says strategy hinges on ESOP future tax status The offering is made only
by the Prospectus . NEW ... T - Mac just added two heavy - hitters in fixed -
income sales and trading , and expects the Federal Reserve to approve the firm
as a ...

The Investment Dealers  Digest

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Chicago Enterprise

Sales strategies Monday , August 12 " Strategies for Penetrating Asia / Pacific
Markets , " a two - day seminar for smallbusiness owners and managers , will be
... WORKING CLASS By Charles Eshelman Heavy hitter Not everyone gets.

Chicago Enterprise

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Guide to Greatness in Sales

the ball carrier , leaping to the left to backhand a hard serve , running in to scoop
up the bunt and throw the runner out at first . ... Plan ahead , prepare thoroughly
and know your stuff . ... experience in many aspects of selling and sales
management , I ' m convinced of two things : heavy hitters boost themselves up
while they ...

Guide to Greatness in Sales

Author: Tom Hopkins

Publisher: Summit Financial Products

ISBN: 9780938636205

Page: 222

View: 178

Brandweek

Hollywood Directors Put Spotlight on Movielink CHICKEN BREAST ( STRATEGY
ment , Universal Studios and Warner Bros. ... To combat these heavy hitters , the
four " We felt the time was My expectation is the real year - old Movielink , a
trailblazer in ... Star Kist , Bumble Bee and Chicken of the Sea are the top three
canned seafood brands , Poor category sales move canned tuna purveyor will
support .

Brandweek

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Restaurant Business

2000 FOOD AND BEVERAGES 74 Menu Strategies • POULTRY Showcasing
techniques that sizzle . FEATURES 19 Cover Story ... 50 THE HEAVY HITTERS
Restaurant sales for each metro area , ranked by size . 51 BITE BY BITE Per
capita ...

Restaurant Business

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Adweek

Work with that client to keep them involved in their store management including
promotion strategies , ongoing store ... to : L. Hedenberg at 213-866-8033
HEAVY HITTERS Rep / Syndication Firm seeking Sr. Salespeople to handle
Sales for ...

Adweek

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Vols. for 1981- include four special directory issues.

Business International

295 - 96 Marketing Strategies : Adapting a US Sales Approach To Penetrate the
UK Market Foreign Trade and Tax ... The White House has detailed several
cabinet heavy - hitters to work with lawmakers to tone down the most offensive
items .

Business International

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Electronic Business Today

V n 11 th th A " fairly simple ” strategy for a memorable profit a Monolithic
Memories ' sales are up by nearly $ 70 million . ... MMI'S FEDERMAN : ' There's
no reason today for our competitors diminishing our share some heavy hitters as
second ...

Electronic Business Today

Author:

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View: 464