{"product_id":"heavy-hitter-selling-isbn-9780471787006","title":"Heavy Hitter Selling","description":"\u003cb\u003eWhat separates ordinary salespeople from Heavy Hitters?\u003c\/b\u003e  \u003cp\u003eThe 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 \u003ci\u003eHeavy Hitter Selling\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eInside, you'll find proven guidance and expert tips on:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUnderstanding how people think and communicate\u003c\/li\u003e \u003cli\u003eFinding the right words at the right time\u003c\/li\u003e \u003cli\u003ePredicting a customer's behavior and influencing his thoughts\u003c\/li\u003e \u003cli\u003eBuilding customer rapport and understanding their motivations\u003c\/li\u003e \u003cli\u003ePersuading both the customer's rational mind and his emotional subconscious side\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —\u003ci\u003eHarvard Business School Review\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market.\"\u003cbr\u003e —Brian Tracy, author, \u003ci\u003eMillion Dollar Habits\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Jay Fulcher, President and COO, Agile Software\u003c\/p\u003e \u003cp\u003e\"Heavy Hitter Selling is different-[a book that] will help you make lots of money.\"\u003cbr\u003e —Gerald D. Cohen, CEO, Information Builders, Inc.\u003c\/p\u003e  Introduction: Why Should You Read This Book?  \u003cp\u003e\u003cb\u003ePart One: The Human Nature of Communication.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: The Heavy Hitter.\u003c\/p\u003e \u003cp\u003eChapter 2: How People Communicate.\u003c\/p\u003e \u003cp\u003eChapter 3: How People Are Wired.\u003c\/p\u003e \u003cp\u003eChapter 4: How People Think.\u003c\/p\u003e \u003cp\u003eChapter 5: Finding the Truth.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Customer Sales Strategies.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6: Choosing Your Battles.\u003c\/p\u003e \u003cp\u003eChapter 7: Building Customer Rapport.\u003c\/p\u003e \u003cp\u003eChapter 8: Your Two Most Important Customers: Your Manager and You.\u003c\/p\u003e \u003cp\u003eChapter 9: Finding Your Coach.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: The Power of Persuasion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10: The Deeper Meaning of Language.\u003c\/p\u003e \u003cp\u003eChapter 11: Intuitive Persuasion.\u003c\/p\u003e \u003cp\u003eChapter 12: Metaphors for the Mind.\u003c\/p\u003e \u003cp\u003eEpilogue.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eBibliography.\u003c\/p\u003e \u003cp\u003eGlossary.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e \u003cb\u003eSteve Martin\u003c\/b\u003e is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neuro-linguistic programming, he developed “models” that salespeople could use to generate successful relationships based upon the customer's language, personality, and thought processes. Over the past 20 years, he has generated over a quarter of a billion dollars of high-technology sales while working for leading-edge Silicon Valley companies.  What separates ordinary salespeople from Heavy Hitters?\u003cbr\u003e \u003cbr\u003e   \u003cp\u003eThe 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUnderstanding how people think and communicate\u003c\/li\u003e \u003cli\u003eFinding the right words at the right time\u003c\/li\u003e \u003cli\u003ePredicting a customer's behavior and influencing his thoughts\u003c\/li\u003e \u003cli\u003eBuilding customer rapport and understanding their motivations\u003c\/li\u003e \u003cli\u003ePersuading both the customer's rational mind and his emotional subconscious side\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Harvard Business School Review\u003c\/p\u003e \u003cp\u003e\"This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market.\"\u003cbr\u003e —Brian Tracy, author, Million Dollar Habits\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Jay Fulcher, President and COO, Agile Software\u003c\/p\u003e \u003cp\u003e\"Heavy Hitter Selling is different—[a book that] will help you make lots of money.\"\u003cbr\u003e —Gerald D. Cohen, CEO, Information Builders, Inc.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989354496229,"sku":"NP9780471787006","price":22.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471787006.jpg?v=1761783788","url":"https:\/\/k12savings.com\/es\/products\/heavy-hitter-selling-isbn-9780471787006","provider":"K12savings","version":"1.0","type":"link"}