Free PDF Heavy Hitter Selling
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Heavy Hitter Selling
Free PDF Heavy Hitter Selling
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From the Back Cover
What separates ordinary salespeople from Heavy Hitters? 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.
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About the Author
Steve Martin is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neuro-linguistic programming, he developed “models” that salespeople could use to generate successful relationships based upon the customer's language, personality, and thought processes. Over the past 20 years, he has generated over a quarter of a billion dollars of high-technology sales while working for leading-edge Silicon Valley companies.
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Product details
Paperback: 400 pages
Publisher: Wiley (April 7, 2006)
Language: English
ISBN-10: 9780471787006
ISBN-13: 978-0471787006
ASIN: 0471787000
Product Dimensions:
6.1 x 0.9 x 9.2 inches
Shipping Weight: 1.6 pounds (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
12 customer reviews
Amazon Best Sellers Rank:
#1,324,154 in Books (See Top 100 in Books)
The book is to the point and direct. Either we belong to the Heavy Hitter Club and have to have a certain mindset, or we don't. It's that simple. I've enjoyed every page of the book.
I have been in sales for over ten years and been the best of the best. This book helped me become even better!
Steve Martin (no, not the comedian) has over twenty years of successful experience in large ticket software sales and sales training. Although his examples are drawn from his direct experience in that industry, those who sell IT systems, engineering services, IT outsourcing and other large ticket professional services will find his advice to be relevant.Unlike many successful sales people, Mr. Martin draws on psychological theory in terms of how people communicate and receive information. His source is the fine work of Dr. Milton Erickson, one of the main inspirations for neuro-linguistic programming.Where most books about complex sales (those where lots of people are involved and many stages) are good for spelling out what has to happen at each step, Heavy Hitter Selling extends beyond those observations to describe in detail what you need to say, how you need to say it and how you need to connect with those on your sales team, the customer's evaluation team and the ultimate decision influencers and decision makers. It was that extra element that makes this a unique book in my experience. I know of no NLP book that looks at complex, large ticket sales. So here, you can get both perspetives in one place.That brings me to the book's main limitation. In some of the areas for describing how to interpret others' eye and body movements, Mr. Martin's conclusions differ from what I have seen described in other NLP books . . . and from the teachings I received during courses I took with Dr. Richard Bandler and Anthony Robbins in this area. I leave it to you to sort out, but I felt that the material in this book wasn't quite as good as what is available elsewhere on NLP and the subsequent enhancements that have been developed for selling. So if you don't know NLP, you should doublecheck the work here in other books and through your own experience.To me the most brilliant part of this book is the description of how to identify and work with "coaches" at the potential customer's site who are willing to help you sell your product or service. That lesson is one that I have emphasized with everyone I have ever helped to learn how to sell consulting services. It is very difficult to succeed unless someone takes you by the hand who works for the customer company and helps you do things in the right way for that company. If you only read and apply that section, this book is a five star resource for you.To test the overall effectiveness of the book, I took a developing client situation that I am working on and analyzed it using the perspectives in this book. I found that process to be very valuable. It made me realize an additional step I needed to take now, and gave me a more thorough understanding of how the relationship is developing with this potential client. I also realized that I had a much better chance of succeeding than I had originally thought, and I will now put a lot more emphasis on working with this potential client than I otherwise would have. My time from reading the book was well rewarded simply from these perspectives.You can either make all of the mistakes yourself and learn the hard way . . . or you can learn from a master. I recommend the latter approach to enhancing your sales. Steve Martin can be that master for you if you work in areas of complex sales that I earlier described.Look for the best opportunity, listen carefully, speak appropriately, and move in the ways that will open the way to understanding if you want to grasp selling success!
I found this book to be a breath of fresh air. After making a lifetime study of sales and sales management in the high tech industry, I have read most of the sales classics. What I find most interesting about this book is that rather than just breaking down the sales cycle into component parts, the focus is on interpreting human behavior and focusing on building winning relationships within the complex sales cycle.Paint by numbers sales strategies and tactics worked fine in an exploding economy, but the need to bring a higher level of art and science to today's sales organization is mandatory for survival. I found many useful ideas inside this book that could immediately be put into practice. Ideas that yielded immediate results. And after all isn't that why we continue to buy and read books such as this?
This is by far one of the most compleat salesmanship book I ever read. Helpful, especically those parts on the use of words. It really stands the test of time, as I just found that the first version might have been published by Wiley as early as in 1980. In short, recommended!p.s. Below please find some of my favorite passages for your reference.The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted. pg 1You can think of the customers's personality as being much like the ocean. Without the aid of diving equipment, your view is limited to the surface. pg 273
This book provides a set of powerful tools for complex sales. The approach here is identify the word catalog of your prospect and connect it with his corporal and eye movements.With this complete picture about your prospect you can identify if he is telling you the truth or if he is lying to you and in this way predict the behaviour of your prospect/customer looking to reinforce it if is favorable to you proposal or change it or adjust it to improve dramatically your victories in a complex sales enviroment.Excelente book a completely new and refreshin approach to complex sales.
I have a tendency to start a book and when it doesn't hold my interest or offer me anything substantial and concrete, I put it down and walk away. Just finished Heavy Hitter Selling and it has revolutionized the way I think about selling and interacting with my customers as a whole. I don't plan to put this back on the shelf any time soon, either; I'll be reviewing and studying it often. The information in this book not only applies to complex sales, but even smaller businesses--including sole proprietors who wear the salesman hat!--can learn so much from it. The information in this book has me excited about my business again and I can't wait to implement what I've learned. If you're looking for a book to solve your sales problems and do everything for you, this isn't it and good luck finding what you're looking for. This book does, however, offer just what you need to change (revolutionize!) the way you approach selling and the customer relationship. Absolutely recommend.
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