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Heavy Hitter Sales Psychology
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Book Synopsis Heavy Hitter Sales Psychology by : Steve W. Martin
Download or read book Heavy Hitter Sales Psychology written by Steve W. Martin and published by Tilis Pub. This book was released on 2009 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Heavy Hitter Selling by : Steve W. Martin
Download or read book Heavy Hitter Selling written by Steve W. Martin and published by John Wiley & Sons. This book was released on 2006-09-11 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Heavy Hitter Sales Psychology by : Steve W. Martin
Download or read book Heavy Hitter Sales Psychology written by Steve W. Martin and published by TILIS Publishers. This book was released on 2014-05-14 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: The biggest challenge facing salespeople today is securing meetings with C-level executives (CEO, CFO, CIO, etc...) and convincing them to buy. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology; will help you understand how C-level executives think, how they communicate, and how to adapt your use of language to match executive decision makers'. Martin provides language-based strategies that enable your message to rise above your competitors' and impactful psychological suggestions that compel executives to take action.
Book Synopsis Heavy Hitter I.T. Sales Strategy by : Steve W. Martin
Download or read book Heavy Hitter I.T. Sales Strategy written by Steve W. Martin and published by TILIS Publishers. This book was released on 2014-10-01 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Heavy Hitter Sales Wisdom by : Steve W. Martin
Download or read book Heavy Hitter Sales Wisdom written by Steve W. Martin and published by John Wiley & Sons. This book was released on 2006-09-29 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis Heavy Hitter Sales Wisdom by : Steve W. Martin
Download or read book Heavy Hitter Sales Wisdom written by Steve W. Martin and published by John Wiley & Sons. This book was released on 2006-12-15 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis The Intuitive Mind by : Eugene Sadler-Smith
Download or read book The Intuitive Mind written by Eugene Sadler-Smith and published by John Wiley & Sons. This book was released on 2010-06-15 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new agenda for the managerial mind will change the way you think and do business. Eugene Sadler-Smith, a leading intuition researcher and educator in business and management, argues that human beings have one brain but two minds – analytical and intuitive. Management has overlooked the importance of intuition, and under-exploited the potential that the intuitive mind has to contribute in areas as diverse as decision making, creativity, team working, entrepreneurship, business ethics and leadership. “The Intuitive Mind is a fascinating and practical book that will maximize your intuition and help you make better decisions today and predictions about tomorrow! Sigmund Freud and Carl Jung would most assuredly approve.” Steve W. Martin, www.heavyhitterwisdom.com Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy “Eugene Sadler-Smith gives needed attention to the intuitive way of thinking and reminds us that leadership is an art as well as a science.” Cindi Fukami, Professor of Management, University of Denver, USA “From one of our prominent ‘thinkers’ in the management education arena, we learn in The Intuitive Mind how to use our intuitive judgment to improve our managerial decision making.” Joe Raelin, The Knowles Chair for Practice-Oriented Education, Northeastern University, USA “This timely, well researched and accessible book takes intuition out of the shadows and provides practical guidance to solve thorny problems.” Sebastian Bailey, Global Product Director, The Mind Gym
Book Synopsis Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals by : Erik Peterson
Download or read book Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals written by Erik Peterson and published by McGraw Hill Professional. This book was released on 2011-04-15 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Download or read book Serial Winner written by Larry Weidel and published by Greenleaf Book Group. This book was released on 2015-10-20 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: How Anyone Can Win . . . Again and Again We all know people who seem to move from success to success, with barely a pause or dip in between. They're always excited about the next big project or goal. When trouble comes, they land on their feet. They are role models and opinion makers who lead rewarding lives. In a world full of people who almost win, these are the few who do it repeatedly and consistently. Larry Weidel has benefitted tremendously from the mentorship of some of these serial winners. Applying and adapting their lessons allowed him to achieve extraordinary success and coach others to do the same. In Serial Winner, he distills the 5 basic actions of the Cycle of Winning to help you: -Move forward when you feel stuck.? -Crush early doubts and give yourself the best shot of succeeding.? -Overcome obstacles to win anyway.? -Maintain your mental toughness until you cross the finish line.? -Avoid the winner’s trap and use the momentum of each win to achieve the next. Through inspiring and funny stories and no-nonsense advice, Larry exposes the myths and facts about successful people and shares essential insights into achieving whatever you want in life. Whether you're just starting a venture or looking to get out of a longstanding rut, Serial Winner shows you the steps for creating a regular pattern of success!
Book Synopsis Sales Strategy Playbook by : STEVE W. MARTIN
Download or read book Sales Strategy Playbook written by STEVE W. MARTIN and published by . This book was released on 2018-10-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book In Cold Blood written by Truman Capote and published by Modern Library. This book was released on 2013-02-19 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selected by the Modern Library as one of the 100 best nonfiction books of all time From the Modern Library’s new set of beautifully repackaged hardcover classics by Truman Capote—also available are Breakfast at Tiffany’s and Other Voices, Other Rooms (in one volume), Portraits and Observations, and The Complete Stories Truman Capote’s masterpiece, In Cold Blood, created a sensation when it was first published, serially, in The New Yorker in 1965. The intensively researched, atmospheric narrative of the lives of the Clutter family of Holcomb, Kansas, and of the two men, Richard Eugene Hickock and Perry Edward Smith, who brutally killed them on the night of November 15, 1959, is the seminal work of the “new journalism.” Perry Smith is one of the great dark characters of American literature, full of contradictory emotions. “I thought he was a very nice gentleman,” he says of Herb Clutter. “Soft-spoken. I thought so right up to the moment I cut his throat.” Told in chapters that alternate between the Clutter household and the approach of Smith and Hickock in their black Chevrolet, then between the investigation of the case and the killers’ flight, Capote’s account is so detailed that the reader comes to feel almost like a participant in the events.
Book Synopsis Heavy Hitter Sales Linguistics by : Steve W. Martin
Download or read book Heavy Hitter Sales Linguistics written by Steve W. Martin and published by TILIS Publishers. This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Blink written by Malcolm Gladwell and published by Back Bay Books. This book was released on 2007-04-03 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the #1 bestselling author of The Bomber Mafia, the landmark book that has revolutionized the way we understand leadership and decision making. In his breakthrough bestseller The Tipping Point, Malcolm Gladwell redefined how we understand the world around us. Now, in Blink, he revolutionizes the way we understand the world within. Blink is a book about how we think without thinking, about choices that seem to be made in an instant--in the blink of an eye--that actually aren't as simple as they seem. Why are some people brilliant decision makers, while others are consistently inept? Why do some people follow their instincts and win, while others end up stumbling into error? How do our brains really work--in the office, in the classroom, in the kitchen, and in the bedroom? And why are the best decisions often those that are impossible to explain to others? In Blink we meet the psychologist who has learned to predict whether a marriage will last, based on a few minutes of observing a couple; the tennis coach who knows when a player will double-fault before the racket even makes contact with the ball; the antiquities experts who recognize a fake at a glance. Here, too, are great failures of "blink": the election of Warren Harding; "New Coke"; and the shooting of Amadou Diallo by police. Blink reveals that great decision makers aren't those who process the most information or spend the most time deliberating, but those who have perfected the art of "thin-slicing"--filtering the very few factors that matter from an overwhelming number of variables.
Book Synopsis The Real Story of Informix Software and Phil White by : Steve W. Martin
Download or read book The Real Story of Informix Software and Phil White written by Steve W. Martin and published by . This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Real Story of Informix Software and Phil White chronicles the meteoric rise of Informix Software, how it became a billion-dollar software giant, and the scandal that ultimately led to its spectacular fall. This fascinating behind-the-scenes book offers an insider'ss perspective on the business strategies that succeeded, the products that failed, and how a technology industry titan ended up in jail.
Download or read book Mind Gym written by Gary Mack and published by McGraw Hill Professional. This book was released on 2002-06-24 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mind Gym "Believing in yourself is paramount to success for any athlete. Gary's lessons and David's writing provide examples of the importance of the mental game." --Ben Crenshaw, two-time Masters champion and former Ryder Cup captain "Mind Gym hits a home run. If you want to build mental muscle for the major leagues, read this book." --Ken Griffey Jr., Major League Baseball MVP "I read Mind Gym on my way to the Sydney Olympics and really got a lot out of it. Gary has important lessons to teach, and you'll find the exercises fun and beneficial." --Jason Kidd, NBA All-Star and Olympic gold-medal winner In Mind Gym, noted sports psychology consultant Gary Mack explains how your mind influences your performance on the field or on the court as much as your physical skill does, if not more so. Through forty accessible lessons and inspirational anecdotes from prominent athletes--many of whom he has worked with--you will learn the same techniques and exercises Mack uses to help elite athletes build mental "muscle." Mind Gym will give you the "head edge" over the competition.
Book Synopsis Ghost Eaters by : Clay McLeod Chapman
Download or read book Ghost Eaters written by Clay McLeod Chapman and published by Quirk Books. This book was released on 2022-09-20 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: “A Gothic-punk graveyard tale about what haunts history and what haunts the human soul. An addicting read that draws you into its descent from the first page.”—Chuck Wendig, New York Times best-selling author of The Book of Accidents One of Vulture's Best Horror Novels of 2022, this terrifying supernatural page-turner will make you think twice about opening doors to the unknown. Erin hasn’t been able to set a single boundary with her charismatic but reckless college ex-boyfriend, Silas. When he asks her to bail him out of rehab—again—she knows she needs to cut him off. But days after he gets out, Silas turns up dead of an overdose in their hometown of Richmond, Virginia, and Erin’s world falls apart. Then a friend tells her about Ghost, a new drug that allows users to see the dead. Wanna get haunted? he asks. Grieving and desperate for closure with Silas, Erin agrees to a pill-popping “séance.” But the drug has unfathomable side effects—and once you take it, you can never go back.
Download or read book Winning written by Jack Welch and published by Harper Collins. This book was released on 2009-10-13 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: A champion manager of people, Jack Welch shares the hard-earned wisdom of a storied career in what will become the ultimate business bible With Winning, Jack Welch delivers a wide-ranging, in-depth, no-holds-barred management guidebook about the tough strategic, organizational, and personal challenges that face people at every stage of their careers. Loaded with candid personal anecdotes, hard-hitting advice, and invaluable dos and don’ts, Jack explains his theory of business, by laying out the four most important principles that form the foundation of his success. Chapters include: How to Get Promoted, How to Think about Strategy, How to Write a Budget that Works, How to Work for a Jerk, How Find Work-Life Balance and How Start Something New. Enlivened by quotes from business leaders that Welch interviewed especially for the book, it’s a tour de force that reflects Welch’s mastery of execution, excellence and leadership.
