Beschreibung
Praise forHeavy 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
Autorenportrait
STEVE W. MARTIN 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 ofHeavy Hitter Selling, from Wiley.
Inhalt
Introduction: Strategy, Persuasion, and Common Sensethe Three Parts of Sales Wisdom.
Part One Sales Warfare Strategies.
CHAPTER 1 The Grand Strategy of War.
The Changing Nature of Sales.
The Indirect Strategy.
The Seven Principles of the Indirect Strategy.
The Indirect Strategy in Sales.
Closing Thoughts.
CHAPTER 2 Battlefield Tactics.
Grand Strategy, Battles, and Battlefield Maneuvers.
Charting Your Position.
Battlefield Tactics Based on Position.
Individual Battlefield Tactic Case Study.
Company Battlefield Tactic Case Study.
Closing Thoughts.
CHAPTER 3 The Five Steps to Victory.
Step 1Set the Tempo.
Step 2Focus on Human Nature (Winning Hearts and Minds).
Step 3Enlist Spies.
Step 4Understand How the Objective Is Organized.
Step 5Go After the Leaders.
Conclusion.
Part Two Secrets of Persuasion.
CHAPTER 4 Real Persuasion.
Decision Making 101.
Speak to Each Person Individually.
Speak with Compassion.
Speak with Congruence.
Connect with the Senses.
Tell Stories to Illustrate Complex Ideas.
Conclusion.
CHAPTER 5 Meeting of the Minds.
Connecting with Minds.
Why George Bush Won the 2004 Presidential Election.
Balanced Communicators.
The Subconscious Decision Maker.
The Different Types of Persuasion.
The Persuasive Corporate Sales Presentation.
Organizing the Presentation.
Conclusion.
Part Three Common-Sense Tips.
CHAPTER 6 Common-Sense Selling.
Cesspool.
Who Are You?
Price.
Seven Reasons Why Indy Race Car Driving Is Like Sales.
Dont Panic.
Peer Pressure.
Lessons Learned.
The Fantasy of Spam.
Cliffs Notes.
Exaggerators, Sandbaggers, and Heavy Hitters.
The Seven Deadly Sins of Salespeople.
Go, Fight, Win!
Five Questions to Ask after a Loss.
Are You Contagious?
Always Follow Your Intuition.
Boy, Were They Wrong!
Warning Signs.
Test Your Selling Style.
Conclusion.
CHAPTER 7 The Life of a Salesperson.
Long Lunch.
The 19.5 Reasons You Will Fail.
Keep Perspective.
Ask the Experts.
Why Does My Sales Manager Dislike Me?
Six Comments.
Self-Perception.
Freedom.
Sharpshooter.
Fatal Faux Pas..
Facing the End.
Keep Your Goals to Yourself.
Preconceived Ideas.
Hey, Hey, Were the Monkeys.
Monday-Morning Quarterbacks.
So You Want to Be a Manager.
Lost Cause.
Missing History.
Youre Already Rich.
Final Advice.
Epilogue.
Notes.
Index.
About the Author.
Informationen zu E-Books
„E-Book“ steht für digitales Buch. Um diese Art von Büchern lesen zu können wird entweder eine spezielle Software für Computer, Tablets und Smartphones oder ein E-Book Reader benötigt. Da viele verschiedene Formate (Dateien) für E-Books existieren, gilt es dabei, einiges zu beachten.
Von uns werden digitale Bücher in drei Formaten ausgeliefert. Die Formate sind EPUB mit DRM (Digital Rights Management), EPUB ohne DRM und PDF. Bei den Formaten PDF und EPUB ohne DRM müssen Sie lediglich prüfen, ob Ihr E-Book Reader kompatibel ist. Wenn ein Format mit DRM genutzt wird, besteht zusätzlich die Notwendigkeit, dass Sie einen kostenlosen Adobe® Digital Editions Account besitzen. Wenn Sie ein E-Book, das Adobe® Digital Editions benötigt herunterladen, erhalten Sie eine ASCM-Datei, die zu Digital Editions hinzugefügt und mit Ihrem Account verknüpft werden muss. Einige E-Book Reader (zum Beispiel PocketBook Touch) unterstützen auch das direkte Eingeben der Login-Daten des Adobe Accounts – somit können diese ASCM-Dateien direkt auf das betreffende Gerät kopiert werden.
Da E-Books nur für eine begrenzte Zeit – in der Regel 6 Monate – herunterladbar sind, sollten Sie stets eine Sicherheitskopie auf einem Dauerspeicher (Festplatte, USB-Stick oder CD) vorsehen. Auch ist die Menge der Downloads auf maximal 5 begrenzt.
