The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that 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 into a Heavy Hitter.
Inside, you'll find proven guidance and expert tips on:Understanding how people think and communicate Finding the right words at the right time Predicting a customer's behavior and influencing his thoughts Building customer rapport and understanding their motivations Persuading both the customer's rational mind and his emotional subconscious side
"Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone."
—Harvard Business School Review
"This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market."
—Brian Tracy, author, Million Dollar Habits
"Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win."
—Jay Fulcher, President and COO, Agile Software
"Heavy Hitter Selling is different-[a book that] will help you make lots of money."
—Gerald D. Cohen, CEO, Information Builders, Inc.
"Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets."
—Gerhard Gschwandtner Founder and Publisher, Selling Power magazine
"Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople."
—Jay Fulcher, Chief Executive Officer, Agile Software
"This powerful book provides real-world strategies you can use to increase sales immediately!"
—Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way
"Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition."
—Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard
"Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal."
—Tim Kelliher, Senior Vice President, Sales, DHL Global Mail
How each of us uses the same buying process for every purchase be it goods, services, ideas, relationships, friendships, passions or desires.
* The four (4) phases we all utilize when we make a decision to buy anything.
* How to calm your mind to listen to others "What’s in it for me?" needs, goals and desires and sell them what they want.
* How to use the Decision2buy process to better communicate, build relationships and reach common win-win outcomes together.
* How to manage the buying process to meet your buyers needs and goals faster.
* How to use the lessons in this book to improve you daily interactions with everyone in your life.
* How to think outside of your mind and like that of others by learning their buying process and needs.
* How to sell more and faster with the same amount of time and effort.
* How to be a better listener and problem solver becoming more valuable to yourself, family, friends, business and clients.
* How "closing" becomes just a natural course of events in the selling process.
* What others are saying about Selling is Everything:
"G.F. has captured the deep essence of sales and offers practical and implementable ideas to take your sales from good to great. Whether you are a CEO, CMO, Sales Executive or sales person of any level, you need this knowledge."
"For our employees going forward Selling is Everything will be a must read since it covers a lot on just how to relate to others (which is a tough thing to find these days). I think that along with cell phones and the internet, many have lost their way when it comes to communicating, relating, AND making friends with others Selling is Everything fills that gap."
"This book is the missing link that will take a salesperson from good to great. There are tried and true methods that will save you much time in connecting with your prospects."
"Selling is Everything covers it all and then some. It is a fresh new approach to selling."
"After reading Selling is Everything, you will be armed with great tools that make failure to sell, next to impossible."
Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You’ll learn:Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!