Advanced Sales Call Strategy

Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople

Heavy Hitter Sales Linguistics is the first book that truly explains “sales linguistics,” the revolutionary new field of study about how customers and salespeople use and interpret language during the decision making process.

Heavy Hitter Sales Linguistics provides communication strategies that enable salespeople to rise above their competition and impactful psychological suggestions that compel customers' rational intellect and emotional subconscious to buy.

• Language-based strategies and tactics to secure customer meetings
• What to say, do, and present in face-to-face customer meetings and phone calls
• Bonding with customers using sales linguistics, the study of how the customer's mind uses language
• Perfecting your sales intuition so you always say the right words at the right time
• Extensive examples, illustrations, and exercises in an easy-to-read format
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C-Level Sales Strategy

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

The biggest challenge facing salespeople today is securing meetings with C-level executives and convincing them to buy in the life-or-death meetings that determine who will win the deal. Based upon comprehensive 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'. Steve W. 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

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

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Sales Strategies for Large Enterprise Accounts

Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion and Common-Sense Tips for Success

All salespeople must play three completely different roles to succeed. First, they must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy’s advance.

Second, all salespeople must be professional persuaders. In essence, salespeople are paid to persuade. They must gain the willing obedience of others and convince complete strangers to follow their advice. However, the most product-knowledgeable salesperson is not necessarily the most persuasive one. Persuasive salespeople naturally connect with customers, instill customer confidence, and establish trust.

Finally, successful salespeople must be oracles who predict their chances of winning based upon their common-sense judgment. As common sense accumulates over the years through interactions with customers, it becomes a salesperson’s lifesaving device. It prevents salespeople from repeating past mistakes and guides their intuition to maximize their most precious resource: time.

When a salesperson has mastered these three roles--strategist, persuader, and common-sense sage--he has attained sales wisdom and become a Heavy Hitter. Heavy Hitters are truly great salespeople who have acquired prominence through their accomplishments, expertise, and judgment. They continually exceed quotas, close big deals, and enjoy themselves in the process.

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The Art and Science of Complex Sales

Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Convince Customers to Buy

Successful salespeople, known as a “Heavy Hitters,” are experts on human nature who skillfully use language and intuition to build relationships with customers and persuade them to buy. Heavy Hitter Selling reveals why Heavy Hitters are successful and explains how to duplicate their accomplishments. This innovative sales book provides expert guidance and 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
• Choosing your battles
• Building customer rapport and understanding his motivations
• Persuading both the customer’s rational mind and his emotional subconscious side

From the psychological and physical aspects of a sale to the real-life achievements of actual salespeople, Heavy Hitter Selling provides valuable tips and techniques that ambitious sales teams need in order to connect with prospects and close the deal.

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Silicon Valley Case Study

The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team

The Real Story of Informix Software and Phil White chronicles the meteoric rise of Informix Software, how it became a billion dollar software giant, and the scandal that ultimately led to its spectacular fall. In 1991, Informix was just one of many database suppliers in a market that included companies such as Sybase, Ingres, Unify, and Progress. Together, they were competing against Oracle, the eight-hundred pound Gorilla. In only four years, Informix was able to challenge Oracle’s dominance, moving past all these other companies in the process. This was a truly remarkable feat and many of the sales, marketing and product strategies that enabled Informix to survive and succeed in tough times and a hypercompetitive market are directly applicable today.

As president, CEO, and chairman of the board, Phil White and Informix Software were synonymous. At the height of his popularity he was recognized as one of Silicon Valley’s most brilliant business leaders. This fascinating behind the scenes book offers an insider’s perspective on the business strategies that succeeded, the products that failed, and how a technology industry titan ended up in jail.

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