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

Martin, Steve W.

Hardcover

ISBN 10: 0979796121 ISBN 13: 9780979796128

Verlag: TILIS Publishers, 2009

Inhaltsangabe

Book by Martin Steve

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Reseña del editor:

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 Psychologywill 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

Biografía del autor:

Steve Martin is the founder of the Heavy Hitter sales training program. The Heavy Hitter Sales philosophy has helped over 50,000 salespeople become top revenue producers at companies including IBM, NEC, Allstate Insurance, and McAfee. Martin is the author of Heavy Hitter Selling (Wiley) and Heavy Hitter Sales Wisdom (Wiley). His books have been recommended by the Harvard Business School and Selling Power magazine and have been featured in Forbes and in Sales & Marketing Management magazine.

Über diese Auflage

• Verlag: TILIS Publishers
• Erscheinungsdatum: 2009
• ISBN 10: 0979796121
• ISBN 13: 9780979796128
• Einband: Tapa dura
• Anzahl der Seiten: 293