Heavy Hitter Selling (PDF)

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.