Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.
Technology Sales Organization Strategy: Key Trends and Performance Metrics
Advanced Sales Cycle Strategy: Control the Complex Technology Sale
Sales Call Strategy: Strategically Structure Meetings to Differentiate Yourself in Face-to-face Customer Meetings
New Account Penetration Strategy: Language-based Tactics to Secure Initial Customer Meetings
Personal Communication Strategy: How to Say the Right Words at the Right Time to Convince Customers to Buy
Easy-to-read Format: Extensive Examples, Illustrations, and Practical Case Studies
Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language.
The best salespeople are those "Heavy Hitters" who are able touse human nature, language, and intuition to build trustingrelationships with customers and persuade them to buy. Based on hisproven and effective sales program, author Steve Martin's HeavyHitter Selling explains how you too can achieve and maintainthat high level of sales success. Using real-world case studies,examples, and exercises, Martin provides the psychological,physical, and language-based tactics you need to turn yourself intoa Heavy Hitter.
Inside, you'll find proven guidance and expert tips on:Understanding how people think and communicateFinding the right words at the right timePredicting a customer's behavior and influencing histhoughtsBuilding customer rapport and understanding theirmotivationsPersuading both the customer's rational mind and his emotionalsubconscious side
"Like other sales books published recently, this one stressesthe importance of human behavior. But unlike the others, it puts anemphasis on language. Salespeople could well benefit by exploringscientific models of language. Practical exercises make the bookuseful for everyone."
—Harvard Business School Review
"This well-written, insightful book will give you ideas andstrategies you can use to influence and persuade customers in anymarket."
—Brian Tracy, author, Million Dollar Habits
"Traditional selling focuses on product, price, and competitionand misses the most important reason people buy-people and emotion.Heavy Hitter Selling offers a different perspective that isvaluable in understanding how to win."
—Jay Fulcher, President and COO, Agile Software
"Heavy Hitter Selling is different-[a book that] will help youmake lots of money."
—Gerald D. Cohen, CEO, Information Builders, Inc.
"Steve Martin takes a much-needed look at how successfulexecutives read verbal and nonverbal messages, which allows them toquickly understand the subtext of their customers' minds. The bestpart is that the author shares effective strategies that put morefun into selling and more money into salespeople's pockets."
—Gerhard Gschwandtner Founder and Publisher, SellingPower magazine
"Steve Martin's interesting examination of great leaders inhistory and the parallels he draws between waging a war and waginga sales campaign should be required reading for enterprisesalespeople."
—Jay Fulcher, Chief Executive Officer, Agile Software
"This powerful book provides real-world strategies you can useto increase sales immediately!"
—Brian Tracy, President, Brian Tracy International, author,Getting Rich Your Own Way
"Heavy Hitter Sales Wisdom goes beyond the traditionaldescription of sales cycles to the heart of selling. It's about theemotional connection with the customer, but also the attack anddestruction of the competition."
—Olivier Helleboid, Vice President, Software Operations,Hewlett-Packard
"Heavy Hitter Sales Wisdom provides field sales generals andsales soldiers with tons of strategy, persuasion techniques, andcommon-sense approaches to winning the hearts and minds ofprospects. This book will add new weapons to your arsenal."
—Tim Kelliher, Senior Vice President, Sales, DHL GlobalMail