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Heavy Hitter Selling : How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
Heavy Hitter Selling How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy Author:Steve W. Martin Based on Steve W. Martin's sales program, Heavy Hitter Selling shows readers how to achieve sales success. The book is the result of Steve's 20-year career of participating in thousands of sales calls with hundreds of salespeople. From the psychological and physical aspects of a sale to the real-life achievements of actual salespeopl... more »e, the author outlines valuable tips and techniques that ambitious sales teams need in order to connect with prospects and close the deal. The recommendations included in the book are universal and translate to any industry that relies on resourceful salespeople to increase revenue. Table of Contents: Introduction: Why Should You Read This Book? Part I: The Human Nature of Communication Chapter 1: The Heavy Hitter Chapter 2: How People Communicate Chapter 3: How People Are "Wired" Chapter 4: How People Think Chapter 5: Finding the Truth Part II: Customer Sales Strategies Chapter 6: Chossing Your Battles Chapter 7: Building Customer Rapport Chapter 8: The Two Most Important Customers: Your Manager and You Chapter 9: Finding Your Coach Part III: The Power of Persuasion Chapter 10: The Deeper Meaning of Language Chapter 11: Intuitive Persuasion Chapter 12: Metaphors for the Mind Epilogue Notes Bibliography Glossary Index About the Author« less