Steve brings a whole new light to the golden rule of sales... People buy from people who understand how they are wired! --Gene Gainey, SVP Sales, Learn.com Steve Martin brings a new level of thoughtfulness to the psychology of sales. Understanding your own linguistic profile and uncovering the "bully with the juice" will help you achieve success in the ever changing landscape of complex selling. --Sam Adams, Senior Vice President of Sales, Picis Now more than ever, you need an unprecedented understanding of the customer's perspective, motivation and true intent. Heavy Hitter Sales Psychology provides the path to build more meaningful executive relationships that will separate you from your competition. -- Charley Knight, Vice President of Sales, Shaw IndustriesStar salespeople are not always cognizant of how they go about closing C-level deals. Heavy Hitter Sales Psychology does a great job describing the foundation and process that comes naturally to successful Heavy Hitter salespeople. --Todd DeBonis, Vice President of Global Sales, TriQuint Semiconductors This brilliant and practical book dissects the minds of C-level executives so you know how they think and make purchase decisions. --Teck Ho, Haas Business School Marketing Chair, University of California, Berkeley
Steve Martin has done it again, giving you more real world sales strategies to make sales at the highest levels. -- -- Brian Tracy, President, Brian Tracy International, author of The Psychology of Selling
A fascinating instruction manual for securing meetings with C-level executives and persuading them to buy! --Steve Clarence, Vice President of Sales, Convergys
The first book that truly teaches salespeople how to converse with CEOs. Pray your competitors don't read it first. --Craig Eckstrom, Vice President of North America Sales, PayPal
From the Inside Flap
Although closing a complex enterprise account may take many months to complete, every deal has a critical moment when it is won or lost. While you will frequently meet with lower-level and midlevel employees at companies whose business you're trying to secure, the rare face-to-face conversations you have with C-level decision makers will directly determine whether you win or lose the deal. Even though you have most likely been in sales for years, you have probably neglected to improve your most important competitive sales weapon your mouth and the words you speak!
Heavy Hitter Sales Psychology presents a revolutionary new C-level sales philosophy based upon the interrelationship between psychology and language. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Contrary to traditional sales psychology books that rely on generic personality assessments, Heavy Hitter Sales Psychology focuses on language-based interactions with C-level executives and how to convince both the rational and emotional minds of senior decision makers.
Based upon more than 500 interviews with C-Level executives, this book provides psychological strategies and linguistic tactics to secure C-level meetings, expert advice on how to prepare for and conduct C-level sales calls and presentations, and specific instructions on what to say and do during meetings. Martin also supplies the psychological models behind organizational politics to help you understand how senior executives think and act in group decision-making environments.
The conversations you have with C-level executives are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. As a result, Heavy Hitter Sales Psychology includes nineteen practical exercises, thirty-seven illustrations, and extensive real-world examples to help you internalize the concepts and apply them on your next executive sales call.