{"product_id":"heavy-hitter-sales-wisdom-isbn-9780470052310","title":"Heavy Hitter Sales Wisdom","description":"\u003cb\u003ePraise for \u003ci\u003eHeavy Hitter Sales Wisdom\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"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.\"\u003cbr\u003e —Gerhard Gschwandtner Founder and Publisher, \u003ci\u003eSelling Power\u003c\/i\u003e magazine\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Jay Fulcher, Chief Executive Officer, Agile Software\u003c\/p\u003e \u003cp\u003e\"This powerful book provides real-world strategies you can use to increase sales immediately!\"\u003cbr\u003e —Brian Tracy, President, Brian Tracy International, author, \u003ci\u003eGetting Rich Your Own Way\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail\u003c\/p\u003e  Introduction: Strategy, Persuasion, and Common Sense—the Three Parts of Sales Wisdom.  \u003cp\u003e\u003cb\u003ePart One Sales Warfare Strategies.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 1 The Grand Strategy of War.\u003c\/p\u003e \u003cp\u003eThe Changing Nature of Sales.\u003c\/p\u003e \u003cp\u003eThe Indirect Strategy.\u003c\/p\u003e \u003cp\u003eThe Seven Principles of the Indirect Strategy.\u003c\/p\u003e \u003cp\u003eThe Indirect Strategy in Sales.\u003c\/p\u003e \u003cp\u003eClosing Thoughts.\u003c\/p\u003e \u003cp\u003eCHAPTER 2 Battlefield Tactics.\u003c\/p\u003e \u003cp\u003eGrand Strategy, Battles, and Battlefield Maneuvers.\u003c\/p\u003e \u003cp\u003eCharting Your Position.\u003c\/p\u003e \u003cp\u003eBattlefield Tactics Based on Position.\u003c\/p\u003e \u003cp\u003eIndividual Battlefield Tactic Case Study.\u003c\/p\u003e \u003cp\u003eCompany Battlefield Tactic Case Study.\u003c\/p\u003e \u003cp\u003eClosing Thoughts.\u003c\/p\u003e \u003cp\u003eCHAPTER 3 The Five Steps to Victory.\u003c\/p\u003e \u003cp\u003eStep 1—Set the Tempo.\u003c\/p\u003e \u003cp\u003eStep 2—Focus on Human Nature (Winning Hearts and Minds).\u003c\/p\u003e \u003cp\u003eStep 3—Enlist Spies.\u003c\/p\u003e \u003cp\u003eStep 4—Understand How the Objective Is Organized.\u003c\/p\u003e \u003cp\u003eStep 5—Go After the Leaders.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two Secrets of Persuasion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 4 Real Persuasion.\u003c\/p\u003e \u003cp\u003eDecision Making 101.\u003c\/p\u003e \u003cp\u003eSpeak to Each Person Individually.\u003c\/p\u003e \u003cp\u003eSpeak with Compassion.\u003c\/p\u003e \u003cp\u003eSpeak with Congruence.\u003c\/p\u003e \u003cp\u003eConnect with the Senses.\u003c\/p\u003e \u003cp\u003eTell Stories to Illustrate Complex Ideas.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003eCHAPTER 5 Meeting of the Minds.\u003c\/p\u003e \u003cp\u003eConnecting with Minds.\u003c\/p\u003e \u003cp\u003eWhy George Bush Won the 2004 Presidential Election.\u003c\/p\u003e \u003cp\u003eBalanced Communicators.\u003c\/p\u003e \u003cp\u003eThe Subconscious Decision Maker.\u003c\/p\u003e \u003cp\u003eThe Different Types of Persuasion.\u003c\/p\u003e \u003cp\u003eThe Persuasive Corporate Sales Presentation.\u003c\/p\u003e \u003cp\u003eOrganizing the Presentation.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Common-Sense Tips.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCHAPTER 6 Common-Sense Selling.\u003c\/p\u003e \u003cp\u003eCesspool.\u003c\/p\u003e \u003cp\u003eWho Are You?\u003c\/p\u003e \u003cp\u003ePrice.\u003c\/p\u003e \u003cp\u003eSeven Reasons Why Indy Race Car Driving Is Like Sales.\u003c\/p\u003e \u003cp\u003eDon’t Panic.\u003c\/p\u003e \u003cp\u003ePeer Pressure.\u003c\/p\u003e \u003cp\u003eLessons Learned.\u003c\/p\u003e \u003cp\u003eThe Fantasy of Spam.\u003c\/p\u003e \u003cp\u003eCliffs Notes.\u003c\/p\u003e \u003cp\u003eExaggerators, Sandbaggers, and Heavy Hitters.\u003c\/p\u003e \u003cp\u003eThe Seven Deadly Sins of Salespeople.\u003c\/p\u003e \u003cp\u003eGo, Fight, Win!\u003c\/p\u003e \u003cp\u003eFive Questions to Ask after a Loss.\u003c\/p\u003e \u003cp\u003eAre You Contagious?\u003c\/p\u003e \u003cp\u003eAlways Follow Your Intuition.\u003c\/p\u003e \u003cp\u003eBoy, Were They Wrong!\u003c\/p\u003e \u003cp\u003eWarning Signs.\u003c\/p\u003e \u003cp\u003eTest Your Selling Style.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003eCHAPTER 7 The Life of a Salesperson.\u003c\/p\u003e \u003cp\u003eLong Lunch.\u003c\/p\u003e \u003cp\u003eThe 19.5 Reasons You Will Fail.\u003c\/p\u003e \u003cp\u003eKeep Perspective.\u003c\/p\u003e \u003cp\u003eAsk the Experts.\u003c\/p\u003e \u003cp\u003eWhy Does My Sales Manager Dislike Me?\u003c\/p\u003e \u003cp\u003eSix Comments.\u003c\/p\u003e \u003cp\u003eSelf-Perception.\u003c\/p\u003e \u003cp\u003eFreedom.\u003c\/p\u003e \u003cp\u003eSharpshooter.\u003c\/p\u003e \u003cp\u003eFatal Faux Pas..\u003c\/p\u003e \u003cp\u003eFacing the End.\u003c\/p\u003e \u003cp\u003eKeep Your Goals to Yourself.\u003c\/p\u003e \u003cp\u003ePreconceived Ideas.\u003c\/p\u003e \u003cp\u003eHey, Hey, We’re the Monkeys.\u003c\/p\u003e \u003cp\u003eMonday-Morning Quarterbacks.\u003c\/p\u003e \u003cp\u003eSo You Want to Be a Manager.\u003c\/p\u003e \u003cp\u003eLost Cause.\u003c\/p\u003e \u003cp\u003eMissing History.\u003c\/p\u003e \u003cp\u003eYou’re Already Rich.\u003c\/p\u003e \u003cp\u003eFinal Advice.\u003c\/p\u003e \u003cp\u003eEpilogue.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSTEVE W. MARTIN\u003c\/b\u003e is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neurolinguistics, he has developed effective models that have helped thousands of salespeople become heavy hitter revenue producers. He is also the author of \u003ci\u003eHeavy Hitter Selling,\u003c\/i\u003e from Wiley.\u003c\/p\u003e  \u003cp\u003eSteve Martin introduced his innovative sales system in \u003ci\u003eHeavy Hitter Selling\u003c\/i\u003e. That book showed you how to become a Heavy Hitter—that special seller who doesn’t just succeed, but succeeds wildly. And it showed you that the key to sales success is in learning how people think and communicate, how they make decisions, and how to use science-based tactics and techniques to persuade them. \u003c\/p\u003e \u003cp\u003eNow, as a follow-up to that successful sales primer, comes \u003ci\u003eHeavy Hitter Sales Wisdom,\u003c\/i\u003e a book of insight from some of the world’s heaviest hitters of all time—from Sun Tzu to George S. Patton, Jesus Christ to Siddhartha Gautama. But what do all these famous figures have to do with sales? Just like the best Heavy Hitters in sales, they were masters of strategy, persuasion, and commonsense judgment. \u003c\/p\u003e\u003cp\u003eThose salespeople who successfully master the three roles of strategist, persuader, and sage of common sense become true Heavy Hitters. They exceed quotas, close the biggest deals, make tons of money, and enjoy themselves in the process. \u003ci\u003eHeavy Hitter Selling\u003c\/i\u003e taught you how to join the ranks of that sales elite. \u003ci\u003eHeavy Hitter Sales Wisdom\u003c\/i\u003e offers a bracing jolt of motivation, effective strategy, and hard-earned wisdom to help solidify your status as a Heavy Hitter. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eHeavy Hitter Sales Wisdom\u003c\/i\u003e neither oversimplifies the art of selling, nor overanalyzes the minute details of sales strategy. It provides even experienced sales professionals with state-of-the-art sales strategies, truly enlightening wisdom, and a uniquely entertaining approach to sales. It condenses the teaching of some of the greatest military and political leaders into a healthy serving of strategy and tactics for those of us who want to plan and win the big sales battles—against the competition in the marketplace and against customers themselves. And it’s especially useful for those professionals in complex or business-to-business sales who must penetrate bureaucracies, influence key decision makers, and tailor their products to fit their customers’ specific needs.  \u003c\/p\u003e\u003cp\u003eThis book teaches sales strategy, persuasion skills, and common-sense tactics based on the wisdom of some of the greatest figures in history—the original Heavy Hitters. If you want to win more sales and become a Heavy Hitter yourself, this wise, practical resource guides your way with advice from some of the most influential people of all time.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989354725605,"sku":"NP9780470052310","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470052310.jpg?v=1761783789","url":"https:\/\/k12savings.com\/products\/heavy-hitter-sales-wisdom-isbn-9780470052310","provider":"K12savings","version":"1.0","type":"link"}