Heavy Hitter Selling

How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy

Steve W. Martin

384 pages, parution le 29/05/2006

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Résumé

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

Sommaire

The Human Nature of Communication
- The Heavy Hitter
- How People Communicate
- How People Are Wired
- How People Think
- Finding the Truth
Customer Sales Strategies
- Choosing Your Battles
- Building Customer Rapport
- Your Two Most Important Customers: Your Manager and You
- Finding Your Coach
The Power of Persuasion
- The Deeper Meaning of Language
- Intuitive Persuasion
- Metaphors for the Mind

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Steve W. Martin
Parution	29/05/2006
Nb. de pages	384
Couverture	Broché
Poids	462g
Intérieur	Noir et Blanc
EAN13	9780471787006
ISBN13	978-0-471-78700-6