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Now, as a follow-up to ...
Now, as a follow-up to that successful sales primer, comes Heavy Hitter Sales Wisdom, 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.
Those 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. Heavy Hitter Selling taught you how to join the ranks of that sales elite. Heavy Hitter Sales Wisdom offers a bracing jolt of motivation, effective strategy, and hard-earned wisdom to help solidify your status as a Heavy Hitter.
Heavy Hitter Sales Wisdom 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.
This 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.
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.
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.
CHAPTER 3 The Five Steps to Victory.
Step 1—Set the Tempo.
Step 2—Focus on Human Nature (Winning Hearts and Minds).
Step 3—Enlist Spies.
Step 4—Understand How the Objective Is Organized.
Step 5—Go After the Leaders.
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.
CHAPTER 5 Meeting of the Minds.
Connecting with Minds.
Why George Bush Won the 2004 Presidential Election.
The Subconscious Decision Maker.
The Different Types of Persuasion.
The Persuasive Corporate Sales Presentation.
Organizing the Presentation.
Part Three Common-Sense Tips.
CHAPTER 6 Common-Sense Selling.
Who Are You?
Seven Reasons Why Indy Race Car Driving Is Like Sales.
The Fantasy of Spam.
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!
Test Your Selling Style.
CHAPTER 7 The Life of a Salesperson.
The 19.5 Reasons You Will Fail.
Ask the Experts.
Why Does My Sales Manager Dislike Me?
Fatal Faux Pas..
Facing the End.
Keep Your Goals to Yourself.
Hey, Hey, We’re the Monkeys.
So You Want to Be a Manager.
You’re Already Rich.
About the Author.