Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies For Senior Sales People [Hardcover]

Steve W. Martin (Author)

Book Description

Publication Date: November 1, 2011

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.

Editorial Reviews

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 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.

Product Details

• Hardcover: 304 pages
• Publisher: Tilis Publishers (November 1, 2011)
• Language: English
• ISBN-10: 0979796148
• ISBN-13: 978-0979796142
• Product Dimensions: 9 x 6.1 x 1.2 inches
• Shipping Weight: 1.5 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (8 customer reviews)
• Amazon Best Sellers Rank: #246,681 in Books (See Top 100 in Books)

More About the Author

Steve 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, NEC, Allstate Insurance, and McAfee Software. He is the author of critically acclaimed "Heavy Hitter" series of books about enterprise sales strategies for senior salespeople.

Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople (2011) is the most comprehensive book about "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 Psychology: How to Penetrate the C-Level Suite and Persuade Company Leaders to Buy (2009) is the first book to truly explain what to say and do in meetings with C-Level executives. The book is based upon extensive interviews with over 500 C-level executives.

Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success (2006) is considered mandatory reading by Selling Power Magazine and Customer Relationship Magazine. Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy (2004)is recommended reading by the Harvard Business School and has been featured in Forbes and the Wall Street Journal.

Steve is also the author of The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team (2005). Based upon the six years he worked at Informix, the book is a Silicon Valley sales, marketing, and executive leadership case study. It chronicles the meteoric rise of Informix Software, how it became a technology giant, and the scandal that ultimately led to its spectacular fall.


Visit www.heavyhitterwisdom.com for further information.

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars salesman and sales manager, November 1, 2011

By 

zach (chicago) - See all my reviews

This review is from: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies For Senior Sales People (Hardcover)

great book - Steve Martin gives some great tools to try to understand the customer, and understand how he will process information, and how to develop a relationship with the customer, by analizing the customers use of language. I have been selling for 20 plus years, and running sales teams for 10, and I feel that every tool that can help you understand the customer better is valuable. a salesman might not use all these tools in each sales process, but having them in ones tool kit is very valuable.

5.0 out of 5 stars Structure to Sales!, December 22, 2011

By 

Slick Sales - See all my reviews

This review is from: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies For Senior Sales People (Hardcover)

Steve does an amazing job in this book by giving structure to a process that nobody has been able to give structure to before! Coming from a finance / back office background, this book was crucial in helping me move on to a more fun and rewarding side to my career, the sales side. A MUST READ FOR ANYONE IN SALES OR THINKING OF SALES!!!

5.0 out of 5 stars The Rosetta Stone of Sales, December 14, 2011

By 

Jonny Tropic (Dove Canyon, CA USA) - See all my reviews

This review is from: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies For Senior Sales People (Hardcover)

This is the only really ground-breaking book on sales in my generation. It's a shame that most sales people are so arrogant that they only look for ways to reinforce their own perceptions of persuasive communication. This book is not for them. If you are truly a student of sales, and want to take your skills to another level, this book is for you. With a little smarts and enough discipline to put these concepts to the test, you can increase your productivity dramatically. I am living proof.

For Sales Managers - read and learn how to truly add value. Stop playing the price erosion game and learn how to communicate to truly increase your organizations win ratio and your companies bottom line.

I highly recommend to everyone except my competition! What an investment.