Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success

Overview

Steve Martin introduced his innovative sales system in Heavy HitterSelling. That book showed you how to become a HeavyHitter—that special seller who doesn't just succeed, butsucceeds wildly. And it showed you that the key to sales success isin learning how people think and communicate, how they makedecisions, and how to use science-based tactics and techniques topersuade them.

Now, as a follow-up to that successful sales primer, comes HeavyHitter Sales Wisdom, a book of insight ...

See more details below
Hardcover
$21.26
BN.com price
(Save 14%)$24.95 List Price
Other sellers (Hardcover)
  • All (26) from $1.99   
  • New (6) from $14.28   
  • Used (20) from $1.99   
Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$13.99
BN.com price
(Save 43%)$24.95 List Price

Overview

Steve Martin introduced his innovative sales system in Heavy HitterSelling. That book showed you how to become a HeavyHitter—that special seller who doesn't just succeed, butsucceeds wildly. And it showed you that the key to sales success isin learning how people think and communicate, how they makedecisions, and how to use science-based tactics and techniques topersuade them.

Now, as a follow-up to that successful sales primer, comes HeavyHitter Sales Wisdom, a book of insight from some of the world'sheaviest hitters of all time—from Sun Tzu to George S. Patton,Jesus Christ to Siddhartha Gautama. But what do all these famousfigures have to do with sales? Just like the best Heavy Hitters insales, they were masters of strategy, persuasion, and commonsensejudgment.

Those salespeople who successfully master the three roles ofstrategist, persuader, and sage of common sense become true HeavyHitters. They exceed quotas, close the biggest deals, make tons ofmoney, and enjoy themselves in the process. Heavy Hitter Sellingtaught you how to join the ranks of that sales elite. Heavy HitterSales Wisdom offers a bracing jolt of motivation, effectivestrategy, and hard-earned wisdom to help solidify your status as aHeavy Hitter.

Heavy Hitter Sales Wisdom neither oversimplifies the art ofselling, nor overanalyzes the minute details of sales strategy. Itprovides even experienced sales professionals with state-of-the-artsales strategies, truly enlightening wisdom, and a uniquelyentertaining approach to sales. It condenses the teaching of someof the greatest military and political leaders into a healthyserving of strategy and tactics for those of us who want to planand win the big sales battles—against the competition in themarketplace and against customers themselves. And it's especiallyuseful for those professionals in complex or business-to-businesssales who must penetrate bureaucracies, influence key decisionmakers, and tailor their products to fit their customers' specificneeds.

This book teaches sales strategy, persuasion skills, andcommon-sense tactics based on the wisdom of some of the greatestfigures in history—the original Heavy Hitters. If you want towin more sales and become a Heavy Hitter yourself, this wise,practical resource guides your way with advice from some of themost influential people of all time.

Read More Show Less

Product Details

  • ISBN-13: 9780470052310
  • Publisher: Wiley
  • Publication date: 9/29/2006
  • Edition number: 1
  • Pages: 272
  • Sales rank: 988,836
  • Product dimensions: 6.10 (w) x 9.00 (h) x 1.20 (d)

Meet the Author

STEVE W. MARTIN is a successful speaker, consultant, and thecreator of the Heavy Hitter Selling training program. Using theconcepts of neurolinguistics, he has developed effective modelsthat have helped thousands of salespeople become heavy hitterrevenue producers. He is also the author of Heavy Hitter Selling,from Wiley.

Read More Show Less

Table of Contents

Introduction: Strategy, Persuasion, and Common Sense—theThree 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 1—Set the Tempo.

Step 2—Focus on Human Nature (Winning Hearts andMinds).

Step 3—Enlist Spies.

Step 4—Understand How the Objective Is Organized.

Step 5—Go 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.

Don’t 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, We’re the Monkeys.

Monday-Morning Quarterbacks.

So You Want to Be a Manager.

Lost Cause.

Missing History.

You’re Already Rich.

Final Advice.

Epilogue.

Notes.

Index.

About the Author.

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)