Heavy Hitter Selling

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Heavy Hitter Selling

Author : Steve W. Martin
Publisher : John Wiley & Sons
ISBN 13 : 0470080213
Total Pages : 402 pages
Book Rating : 4.4/5 (7 download)

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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.

Heavy Hitter Sales Psychology

Author : Steve W. Martin
Publisher : Tilis Pub
ISBN 13 : 0979796121
Total Pages : 293 pages
Book Rating : 4.9/5 (797 download)

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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.

Heavy Hitter Sales Wisdom

Author : Steve W. Martin
Publisher : John Wiley & Sons
ISBN 13 : 0470069937
Total Pages : 272 pages
Book Rating : 4.4/5 (7 download)

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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

Heavy Hitter I.T. Sales Strategy

Author : Steve W. Martin
Publisher : TILIS Publishers
ISBN 13 : 0979796172
Total Pages : 388 pages
Book Rating : 4.9/5 (797 download)

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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:

Hard Hitter

Author : Sarina Bowen
Publisher : Penguin
ISBN 13 : 0399583459
Total Pages : 338 pages
Book Rating : 4.3/5 (995 download)

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Book Synopsis Hard Hitter by : Sarina Bowen

Download or read book Hard Hitter written by Sarina Bowen and published by Penguin. This book was released on 2017-01-03 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the USA Today bestselling author of Rookie Move comes the second novel in the series that’s hot enough to melt the ice. He’s a fighter in the rink, but he’s about to learn that playing nice can help you score... As team captain and enforcer, Patrick O'Doul puts the bruise in the Brooklyn Bruisers. But after years of hard hits, O'Doul is feeling the burn, both physically and mentally. He conceals his pain from his coach and trainers, but when his chronic hip injury becomes too obvious to ignore, they send him for sessions with the team’s massage therapist. After breaking up with her long-term boyfriend, Ari Bettini is in need of peace of mind. For now, she’s decided to focus on her work: rehabilitating the Bruisers’ MVP. O'Doul is easy on the eyes, but his reaction to her touch is ice cold. Ari is determined to help O'Doul heal, but as the tension between them turns red hot, they both learn that a little TLC does the body good...

Heavy Hitters

Author : Mike Lupica
Publisher : Scholastic Paperbacks
ISBN 13 : 9780545381819
Total Pages : 0 pages
Book Rating : 4.3/5 (818 download)

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Book Synopsis Heavy Hitters by : Mike Lupica

Download or read book Heavy Hitters written by Mike Lupica and published by Scholastic Paperbacks. This book was released on 2015-04-28 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published in hardcover in 2014 by Scholastic Press.

How I Raised Myself From Failure to Success in Selling

Author : Frank Bettger
Publisher : Simon and Schuster
ISBN 13 : 1439188637
Total Pages : 220 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis How I Raised Myself From Failure to Success in Selling by : Frank Bettger

Download or read book How I Raised Myself From Failure to Success in Selling written by Frank Bettger and published by Simon and Schuster. This book was released on 2009-11-24 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale

The Whole Okra

Author : Chris Smith
Publisher : Chelsea Green Publishing
ISBN 13 : 1603588086
Total Pages : 272 pages
Book Rating : 4.6/5 (35 download)

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Book Synopsis The Whole Okra by : Chris Smith

Download or read book The Whole Okra written by Chris Smith and published by Chelsea Green Publishing. This book was released on 2019-06-10 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: With recipes for gumbos and stews, plus okra pickles, tofu, marshmallow, paper, and more Chris Smith’s first encounter with okra was of the worst kind: slimy fried okra at a greasy-spoon diner. Despite that dismal introduction, Smith developed a fascination with okra, and as he researched the plant and began to experiment with it in his own kitchen, he discovered an amazing range of delicious ways to cook and eat it, along with ingenious and surprising ways to process the plant from tip-to-tail: pods, leaves, flowers, seeds, and stalks. Smith talked okra with chefs, food historians, university researchers, farmers, homesteaders, and gardeners. The summation of his experimentation and research comes together in The Whole Okra, a lighthearted but information-rich collection of okra history, lore, recipes, craft projects, growing advice, and more. The Whole Okra includes classic recipes such as fried okra pods as well as unexpected delights including okra seed pancakes and okra flower vodka. Some of the South’s best-known chefs shared okra recipes with Smith: Okra Soup by culinary historian Michael Twitty, Limpin’ Susan by chef BJ Dennis, Bhindi Masala by chef Meherwan Irani, and Okra Fries by chef Vivian Howard. Okra has practical uses beyond the edible, and Smith also researched the history of okra as a fiber crop for making paper and the uses of okra mucilage (slime) as a preservative, a hydrating face mask, and a primary ingredient in herbalist Katrina Blair’s recipe for Okra Marshmallow Delight. The Whole Okra is foremost a foodie’s book, but Smith also provides practical tips and techniques for home and market gardeners. He gives directions for saving seed for replanting, for a breeding project, or for a stockpile of seed for making okra oil, okra flour, okra tempeh, and more. Smith has grown over 75 varieties of okra, and he describes the nuanced differences in flavor, texture, and color; the best-tasting varieties; and his personal favorites. Smith’s wry humor and seed-to-stem enthusiasm for his subject infuse every chapter with just the right mix of fabulous recipes and culinary tips, unique projects, and fun facts about this vagabond vegetable with enormous potential.

The Big Hitters

Author : Kevin Koy
Publisher : Intermarket Books
ISBN 13 : 9780937453001
Total Pages : 205 pages
Book Rating : 4.4/5 (53 download)

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Book Synopsis The Big Hitters by : Kevin Koy

Download or read book The Big Hitters written by Kevin Koy and published by Intermarket Books. This book was released on 1986 with total page 205 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Heavy Hitter Sales Psychology

Author : Steve W. Martin
Publisher : TILIS Publishers
ISBN 13 : 9780979796135
Total Pages : 304 pages
Book Rating : 4.7/5 (961 download)

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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 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.

Sales Success Stories

Author : Scott Ingram
Publisher : Sales Success Media, LLC
ISBN 13 : 0990605949
Total Pages : 306 pages
Book Rating : 4.9/5 (96 download)

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Book Synopsis Sales Success Stories by : Scott Ingram

Download or read book Sales Success Stories written by Scott Ingram and published by Sales Success Media, LLC. This book was released on 2018-10-16 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career. Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he's ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you're an ambitious and dedicated professional ready to climb the ladder to the top, then you need this roadmap to career victory! In Sales Success Stories, you'll discover: * Real-world anecdotes shared by successful professionals so you can learn from their hard-earned wisdom * How the top sales producers get to the top and the skills required to stay there * Relationship-building methods to help you win and keep customers over and over again * Ways to accelerate your sales career so you can beat your rivals to the top * The secrets of the pros, from prospecting and pitching to negotiating and closing and much, much more! Sales Success Stories is the groundbreaking collection of real-world sales successes you need to take your game to a whole new level. If you like practical techniques, professional wisdom, and street-smart insights, then you'll love Scott Ingram's motivational manual. Buy Sales Success Stories to uncover the secrets of the sales pros today!

The Dog That Pitched a No-Hitter

Author : Matt Christopher
Publisher : LB Kids
ISBN 13 : 0316247251
Total Pages : 55 pages
Book Rating : 4.3/5 (162 download)

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Book Synopsis The Dog That Pitched a No-Hitter by : Matt Christopher

Download or read book The Dog That Pitched a No-Hitter written by Matt Christopher and published by LB Kids. This book was released on 2013-04-30 with total page 55 pages. Available in PDF, EPUB and Kindle. Book excerpt: Newly independent readers will love this classic baseball story, now illustrated in full color! Mike has a special relationship with his dog, Harry. They can read each other's minds! Harry is able to help Mike out with tips about the opposing players on the baseball field, but Mike's having trouble with his pitches--and the buddies need to work together to save the game! Passport to Reading Level 3

Sales Strategy Playbook

Author : STEVE W. MARTIN
Publisher :
ISBN 13 : 9780999812945
Total Pages : 0 pages
Book Rating : 4.8/5 (129 download)

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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.

Exposed:

Author : Anna J.
Publisher : Urban Soul
ISBN 13 : 1622862295
Total Pages : 288 pages
Book Rating : 4.6/5 (228 download)

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Book Synopsis Exposed: by : Anna J.

Download or read book Exposed: written by Anna J. and published by Urban Soul. This book was released on 2013-10-01 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: It has been said that in a marriage you only get eighty percent of what you need. When the other twenty percent is too tempting to turn down, do you decide to go with your family life, or do you take advantage of a once in a lifetime opportunity? Simone, Te'Nae, and Shay are picture perfect wives and career women. Although they're able to juggle prestigious jobs, motherhood, and wifely duties with ease, they share a dark secret that, if exposed, could ruin everything they've worked hard to maintain. They will only get one chance to figure out if their families and marriages are worth more than the risks they're taking. They better hope they make the right decision, because once good wives go bad, there is no turning back, and the consequences can be major.

Visual Selling

Author : Paul LeRoux
Publisher : John Wiley & Sons
ISBN 13 : 0470146273
Total Pages : 268 pages
Book Rating : 4.4/5 (71 download)

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Book Synopsis Visual Selling by : Paul LeRoux

Download or read book Visual Selling written by Paul LeRoux and published by John Wiley & Sons. This book was released on 2007-07-27 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations

The Real Story of Informix Software and Phil White

Author : Steve W. Martin
Publisher :
ISBN 13 : 9780972182225
Total Pages : 0 pages
Book Rating : 4.1/5 (822 download)

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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.

The Peacock

Author : Isabel Bogdan
Publisher : V&Q Books
ISBN 13 : 3863913086
Total Pages : 185 pages
Book Rating : 4.8/5 (639 download)

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Book Synopsis The Peacock by : Isabel Bogdan

Download or read book The Peacock written by Isabel Bogdan and published by V&Q Books. This book was released on 2021-03-01 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Take a dilapidated castle in the Scottish Highlands; add a peacock gone rogue, a group of bankers on a teambuilding trip, an overwhelmed psychologist, a housekeeper with a broken arm, and an ingenious cook; get Lord and Lady McIntosh to try and keep it all together; and top it off with all sorts of animals – soon no one will know exactly what's going on. Selling 500,000 copies, Isabel Bogdan's book is a big hitter in Germany – and now it's coming home to roost.