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Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy

Steve W. Martin

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ISBN 10: 0979796121 / ISBN 13: 9780979796128
Verlag: TILIS Publishers, 2009
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Über diesen Titel:


The biggest challenge facing salespeople today is securing meetings with C-level executives and convincing them to buy. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology will help you understand how C-level executives think, how they communicate, and how to adapt your use of language to match executive decision makers'. Martin provides language-based strategies that enable your message to rise above your competitors' and impactful psychological suggestions that compel executives to take action. Inside, you will find expert advice on these topics:

--Strategies and tactics to penetrate the C -level executive's office
--What to say, do, and present in face-to-face meetings with C-level executives
--Building rapport using sales linguistics, the study of how the customer's mind uses and interprets language
--Understanding and anticipating how the C-level mind-set impacts organizational politics and complex decision making
--Extensive real-world examples, illustrations, and exercises help you apply the techniques immediately.

Heavy Hitter Sales Psychology is for senior salespeople, those who have been in the field for five, ten, and fifteen plus years. The Heavy Hitter sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including AT&T, IBM, NEC, Akamai, BEA Systems/Oracle, and McAfee Software.

Umschlagtext: Although closing a complex enterprise account may take many months to complete, every deal has a critical moment when it is won or lost. While you will frequently meet with lower-level and midlevel employees at companies whose business you're trying to secure, the rare face-to-face conversations you have with C-level decision makers will directly determine whether you win or lose the deal. Even though you have most likely been in sales for years, you have probably neglected to improve your most important competitive sales weapon your mouth and the words you speak!


     Heavy Hitter Sales Psychology presents a revolutionary new C-level sales philosophy based upon the interrelationship between psychology and language. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Contrary to traditional sales psychology books that rely on generic personality assessments, Heavy Hitter Sales Psychology focuses on language-based interactions with C-level executives and how to convince both the rational and emotional minds of senior decision makers.


     Based upon more than 500 interviews with C-Level executives, this book provides psychological strategies and linguistic tactics to secure C-level meetings, expert advice on how to prepare for and conduct C-level sales calls and presentations, and specific instructions on what to say and do during meetings. Martin also supplies the psychological models behind organizational politics to help you understand how senior executives think and act in group decision-making environments.


     The conversations you have with C-level executives are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. As a result, Heavy Hitter Sales Psychology includes nineteen practical exercises, thirty-seven illustrations, and extensive real-world examples to help you internalize the concepts and apply them on your next executive sales call.

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Bibliografische Details

Titel: Heavy Hitter Sales Psychology: How to ...

Verlag: TILIS Publishers

Erscheinungsdatum: 2009

Einband: Hardcover

Zustand: New


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