Heavy Hitter Selling: How Successful Salespeople Use by Steve W. Martin PDF

By Steve W. Martin

What separates usual salespeople from Heavy Hitters?The most sensible salespeople are these "Heavy Hitters" who're capable of use human nature, language, and instinct to construct trusting relationships with consumers and convince them to shop for. in line with his confirmed and powerful revenues application, writer Steve Martin's Heavy Hitter promoting explains the way you can also in attaining and hold that top point of revenues good fortune. utilizing real-world case experiences, examples, and workouts, Martin presents the mental, actual, and language-based strategies you must flip your self right into a Heavy Hitter.Inside, you can find confirmed counsel and specialist assistance on:Understanding how humans imagine and communicateFinding the precise phrases on the correct timePredicting a customer's habit and influencing his thoughtsBuilding buyer rapport and figuring out their motivationsPersuading either the customer's rational brain and his emotional unconscious side"Like different revenues books released lately, this one stresses the significance of human habit. yet in contrast to the others, it places an emphasis on language. Salespeople may well good profit by means of exploring medical versions of language. sensible workouts make the booklet important for everyone."—Harvard company institution Review"This well-written, insightful publication provides you with rules and methods you should use to persuade and convince clients in any market."—Brian Tracy, writer, Million greenback Habits"Traditional promoting specializes in product, fee, and festival and misses an important cause humans buy-people and emotion. Heavy Hitter promoting bargains a unique point of view that's precious in figuring out the way to win."—Jay Fulcher, President and COO, Agile Software"Heavy Hitter promoting is different-[a booklet that] may also help you're making plenty of money."—Gerald D. Cohen, CEO, details developers, Inc.

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Additional info for Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy

Sample text

However, if the layers are at odds with each other, or incongruent, further investigation is required. Finally, to further complicate the process, human communication is always occurring in several different forms and on several different levels. An immense amount of information is being conveyed, phonetically, verbally, physically, consciously, and subconsciously. The dark continent of the human communication model is the subconscious mind. It has the ability to permeate each layer. As it seeps through, it sends out signals about a speaker’s honest intent.

Triangulation is the process of identifying your position by using three or more data points. If you are sailing across the ocean, you can calculate your latitude and longitude by forming an imaginary triangle with certain stars. In sales, we do the same, with the stars being the members of our project team assembled to win an account. In most cases, the team consists of a Hitter, a presales engineer, an inside sales team, and a sales manager. Sailors continually take readings from different stars to ensure their position is accurate.

Was the shower handle cold? Was it easy or hard to move? What was the taste in your mouth? We also process auditory information continuously. Was the clock radio alarm set to play music or to buzz? Were sounds coming from outside your window? Were sounds coming from other parts of your house? What sound did the water make as it came through the shower head? Our ears have the ability to hear an infinite number of diverse sounds. What visual information did you receive? Was the room light or dark?

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