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

Martin, Steve W.

Hardcover

ISBN 10: 0979796148 ISBN 13: 9780979796142

Publisher: Tilis Pub, 2011

Synopsis

THE OWNER'S MANUAL FOR YOUR MOUTH!  
Heavy Hitter Sales Linguistics is the first book that truly explains "sales linguistics,"the revolutionary new field of study about how customers use and interpret language during the decision-making process. Steve W. Martin 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. Inside is expert advice on

• Language-based strategies and tactics to secure customer meetings
• What to say, do, and present in face-to-face customer meetings and phone call
• 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.

If you are in sales, you make your living by talking. If you were a pilot, you would attend years of flight training school and many hours of simulator training before you were allowed in the cockpit of a jumbo jet. If you were a lawyer, you would intensely study law for several years and have to pass your state's bar exam to ensure your proficiency. If you are in sales, you need to study language and perfect your use of words because your most important competitive weapon is your mouth!

Successful communication is at the foundation of all sales. 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. The conversations you have with customers are quite complex: they consist of verbal and nonverbal communication that is sent consciously and subconsciously. Heavy Hitter Sales Linguistics will help you learn to say the "right" words at the "right" time to persuade skeptical customers to buy.

Heavy Hitter Sales Linguistics shows readers how to improve their sales success using nothing more than words and their voices. The book presents 101 practical solutions and proven tactics to build relationships with customers and persuade them to buy during sales calls. Heavy Hitter Sales Linguistics features unbeatable advice on selling based on the hard science of how people communicate and think, how we build rapport with each other, and how we use language.

About this title

About the Author:

Steve W. Martin is the founder of the Heavy Hitter Sales training program. The Heavy Hitter Sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including IBM, AT&T, NEC, Staples, Allstate Insurance, and DHL. Martin is the author of Heavy Hitter Selling, Heavy Hitter Sales Wisdom, and Heavy Hitter Sales Psychology. His books have been recommended by the Harvard Business School and Selling Power magazine and have been featured in Forbes and the Wall Street Journal. A highly sought-after speaker, Martin is both entertaining and provocative. He has made presentations to hundreds of companies and organizations. He also teaches sales strategy at the University of Southern California, Marshall Business School MBA Program. Visit stevewmartin.com for additional informaiton.

Review:

"Steve Martin's writing on sales dispenses insights of value to sales leaders up and down an organization. His considerable experience in the field and foundations in research give his recommendations heft and yet they're delivered in an inherently readable and easy-to-understand way.
--Eric Hellweg, Editorial Director, Harvard Business Review

"Heavy Hitter Sales Linguistics lays out key (and often overlooked) components of winning versus losing that even the most seasoned sales professional should stop and consider."
--Gary Staley, Vice President of Sales, Americas, Fluke Networks

"Steve Martin has captured the essence of the sale in so many ways--how to say the right thing, do the right thing, and react to the customer's concerns. A must read for the professional salesperson."
--James G. Ellis, Dean, Marshall School of Business, University of Southern California
"Steve Martin addresses every step of the sales cycle and provides a paint-by-numbers process to approach, engage, and persuade prospective customers."
--George Bennett, Senior Vice President of Worldwide Field Operations, Isilon Systems division of EMC

"This book explains the complex concepts of sales linguistics in ways that are actionable and will help senior sales professionals become more successful."
--Tom Furey, President, Standard Register Industrial

About this edition

• Publisher: Tilis Pub
• Publication date: 2011
• ISBN 10: 0979796148
• ISBN 13: 9780979796142
• Binding: Hardcover
• Number of pages: 332