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Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
Release Date: September, 2006
Praise for Heavy Hitter Sales Wisdom"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
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Chapter by Chapter Review of Heavy Hitter Sales Wisdom
Posted by Heavy Hitter on 3/13/2008
Chapter 1 - The Grand Strategy of War
The first chapter introduces the "indirect strategy" of warfare. The indirect strategy is based upon intelligence, finesse, and the element of surprise, rather than frontal assault. This time-tested strategy is involves understanding one's own abilities and concentrating resources on the enemy's weaknesses. Above all, the strategy truly appreciates the importance of time, momentum, and the role human nature plays in determining the winner. The chapter uses examples of strategy from some of the most important military leaders of all time (Sun Tzu, Napoleon Bonaparte, and George Patton).
Chapter 2 - Battlefield Tactics
This chapter reviews the components of the grand strategy: battles and battlefield maneuvers. In order to win the war, salespeople must maneuver into fighting position and execute different battlefield tactics to gain the advantage and neutralize enemies. Examples from important military battles from Roman Times to the first Gulf War are used to illustrate tactics.
Chapter 3 - The Five Steps to Victory
This chapter introduces the five steps it takes to develop a winning indirect strategy: understanding how the objective is organized, going after leaders, focusing on human nature, enlisting spies, and setting the tempo.
Chapter 4 - Real Persuasion
After salespeople have formulated their strategy, they use the second element of sales wisdom, persuasion, to turn skeptics into believers. This chapter focuses on mastering soft skills--understanding how to build rapport with skeptics, presenting arguments in a nonthreatening way, and dovetailing ideas with the customer's personal desires.
Chapter 5 - Meeting of the Minds
This chapter is based upon the premise that the language we use is not truly universal. The source of all language is the mind, and since everyone's mind is so distinct, people actually talk in their own dialects. Therefore, in order to communicate persuasively and make a lasting impression, salespeople need to use neurolinguistics to speak the customers' different dialects. Examples from politicians including Presidents Reagan, Clinton, and Bush are used to highlight persuasiveness.
Chapter 6 - Common-Sense Selling
This chapter is based upon metaphors-- stories that are told to convey a point. The metaphors cover common-sense subjects salespeople need to know, such as handling price objections, forecasting, and avoiding the seven deadly sins of salespeople.
Chapter 7 - The Life of a Salesperson
The stories and advice in this chapter cover a broad range of sales-related topics. These stories are grouped into lessons for a successful sales career and important lessons about the life of a salesperson.