大人物销售智慧：销售福利战略、说服的秘密与成功常识 HEAVY HITTER SALES WISDOM: 下载 极速 rtf epub 在线 word txt pdf

Steve Martin introduced his innovative sales system in Heavy Hitter Selling. That book showed you how to become a Heavy Hitter—that special seller who doesn't just succeed, but succeeds wildly. And it showed you that the key to sales success is in learning how people think and communicate, how they make decisions, and how to use science-based tactics and techniques to persuade them.

Now, as a follow-up to that successful sales primer, comes Heavy Hitter Sales Wisdom, a book of insight from some of the world's heaviest hitters of all time—from Sun Tzu to George S. Patton, Jesus Christ to Siddhartha Gautama. But what do all these famous figures have to do with sales? Just like the best Heavy Hitters in sales, they were masters of strategy, persuasion, and commonsense judgment.

Those salespeople who successfully master the three roles of strategist, persuader, and sage of common sense become true Heavy Hitters. They exceed quotas, close the biggest deals, make tons of money, and enjoy themselves in the process. Heavy Hitter Selling taught you how to join the ranks of that sales elite. Heavy Hitter Sales Wisdom offers a bracing jolt of motivation, effective strategy, and hard-earned wisdom to help solidify your status as a Heavy Hitter.

Heavy Hitter Sales Wisdom neither oversimplifies the art of selling, nor overanalyzes the minute details of sales strategy. It provides even experienced sales professionals with state-of-the-art sales strategies, truly enlightening wisdom, and a uniquely entertaining approach to sales. It condenses the teaching of some of the greatest military and political leaders into a healthy serving of strategy and tactics for those of us who want to plan and win the big sales battles

—against the competition in the marketplace and against customers themselves. And it's especially useful for those professionals in complex or business-to-business sales who must penetrate bureaucracies, influence key decision makers, and tailor their products to fit their customers' specific needs.

This book teaches sales strategy, persuasion skills, and common-sense tactics based on the wisdom of some of the greatest figures in history—the original Heavy Hitters. If you want to win more sales and become a Heavy Hitter yourself, this wise, practical resource guides your way with advice from some of the most influential people of all time.

Introduction: Strategy, Persuasion, and Common Sense—the Three Parts of Sales Wisdom

Part One Sales Warfare Strategies

　CHAPTER 1 The Grand Strategy of War

　　The Changing Nature of Sales

　　The Indirect Strategy

　　The Seven Principles of the Indirect Strategy

　　The Indirect Strategy in Sales

　　Closing Thoughts

　CHAPTER 2 Battlefield Tactics

　　Grand Strategy, Battles, and Battlefield Maneuvers

　　Charting Your Position

　　Battlefield Tactics Based on Position

　　Individual Battlefield Tactic Case Study

　　Company Battlefield Tactic Case Study

　　Closing Thoughts

　CHAPTER 3 The Five Steps to Victory

　　Step 1—Set the Tempo

　　Step 2—Focus on Human Nature (Winning Hearts and Minds)

　　Step 3—Enlist Spies

　　Step 4—Understand How the Objective Is Organized

　　Step 5—Go After the Leaders

　　Conclusion

Part Two Secrets of Persuasion

　CHAPTER 4 Real Persuasion

　　Decision Making 101

　　Speak to Each Person Individually

　　Speak with Compassion

　　Speak with Congruence

　　Connect with the Senses

　　Tell Stories to Illustrate Complex Ideas

　　Conclusion

　　CHAPTER 5 Meeting of the Minds

　　Connecting with Minds

　　Why George Bush Won the 2004 Presidential Election

　　Balanced Communicators

　　The Subconscious Decision Maker

　　The Different Types of Persuasion

　　The Persuasive Corporate Sales Presentation

　　Organizing the Presentation

　　Conclusion

Part Three Common-Sense Tips

　CHAPTER 6 Common-Sense Selling

　　Cesspool

　　Who Are You?

　　Price

　　Seven Reasons Why Indy Race Car Driving Is Like Sales

　　Don’t Panic

　　Peer Pressure

　　Lessons Learned

　　The Fantasy of Spam

　　Cliffs Notes

　　Exaggerators, Sandbaggers, and Heavy Hitters

　　The Seven Deadly Sins of Salespeople

　　Go, Fight, Win!

　　Five Questions to Ask after a Loss

　　Are You Contagious?

　　Always Follow Your Intuition

　　Boy, Were They Wrong!

　　Warning Signs

　　Test Your Selling Style

　　Conclusion

　CHAPTER 7 The Life of a Salesperson

　　Long Lunch

　　The 195 Reasons You Will Fail

　　Keep Perspective

　　Ask the Experts

　　Why Does My Sales Manager Dislike Me?

　　Six Comments

　　Self-Perception

　　Freedom

　　Sharpshooter

　　Fatal Faux Pas

　　Facing the End

　　Keep Your Goals to Yourself

　　Preconceived Ideas

　　Hey, Hey, We’re the Monkeys

　　Monday-Morning Quarterbacks

　　So You Want to Be a Manager

　　Lost Cause

　　Missing History

　　You’re Already Rich

　　Final Advice

Epilogue

Notes

Index

About the Author

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作者简介：

STEVE W. MARTIN is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neurolinguistics, he has developed effective models that have helped thousands of salespeople become heavy hitter revenue producers. He is also the author of Heavy Hitter Selling, from Wiley.

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Praise for Heavy Hitter Sales Wisdom "Steve Martin takes a much–needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers′ minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople′s pockets."

—Gerhard Gschwandtner Founder and Publisher, Selling Power magazine "Steve Martin′s interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople."

—Jay Fulcher, Chief Executive Officer, Agile Software "This powerful book provides real–world strategies you can use to increase sales immediately!"

—Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way "Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It′s about the emotional connection with the customer, but also the attack and destruction of the competition."

—Olivier Helleboid, Vice President, Software Operations, Hewlett–Packard "Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common–sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal."

—Tim Kelliher, Senior Vice President, Sales, DHL Global Mail