Heavy hitter sales wisdom: proven sales warfare strategies, secrets of persuasion, and common-sense tips for success
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Hoboken, N.J.
Wiley
2006
|
| Subjects: | |
| Online Access: | Table of contents Publisher description Contributor biographical information Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references (p. 247-252) and index |
| Physical Description: | ix, 262 p. Ill. 24 cm |
| ISBN: | 0470052317 |
Staff View
MARC
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| 245 | 1 | 0 | |a Heavy hitter sales wisdom |b proven sales warfare strategies, secrets of persuasion, and common-sense tips for success |c Steve W. Martin |
| 264 | 1 | |a Hoboken, N.J. |b Wiley |c 2006 | |
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| 650 | 4 | |a Business communication | |
| 650 | 4 | |a Success in business | |
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Record in the Search Index
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| adam_text | Contents
Introduction: Strategy, Persuasion, and Common Sense—
the Three Parts of Sales Wisdom 1
Part One Sales Warfare Strategies
CHAPTER 1 The Grand Strategy of War 11
The Changing Nature of Sales 14
The Indirect Strategy 17
The Seven Principles of the Indirect Strategy 21
The Indirect Strategy in Sales 35
Closing Thoughts 36
CHAPTER 2 Battlefield Tactics 39
Grand Strategy, Battles, and Battlefield Maneuvers 42
Charting Your Position 46
Battlefield Tactics Based on Position 52
Individual Battlefield Tactic Case Study 68
Company Battlefield Tactic Case Study 70
Closing Thoughts 73
CHAPTER 3 The Five Steps to Victory 77
Step 1—Set the Tempo 78
Step 2—Focus on Human Nature
(Winning Hearts and Minds) 82
Step 3—Enlist Spies 88
Step 4—Understand How the Objective Is Organized 90
Step 5—Go After the Leaders 105
Conclusion 108
viii CONTENTS
Part Two Secrets of Persuasion
CHAPTER 4 Real Persuasion 113
Decision Making 101 116
Speak to Each Person Individually 118
Speak with Compassion 121
Speak with Congruence 122
Connect with the Senses 126
Tell Stories to Illustrate Complex Ideas 129
Conclusion 136
CHAPTER 5 Meeting of the Minds 139
Connecting with Minds 141
Why George Bush Won the 2004 Presidential Election 146
Balanced Communicators 150
The Subconscious Decision Maker 151
The Different Types of Persuasion 154
The Persuasive Corporate Sales Presentation 162
Organizing the Presentation 166
Conclusion 172
Part Three Common-Sense Tips
CHAPTER 6 Common-Sense Selling 177
Cesspool 178
Who Are You? 179
Price 179
Seven Reasons Why Indy Race Car Driving Is Like Sales 180
Don t Panic 182
Peer Pressure 183
Lessons Learned 184
The Fantasy of Spam 185
Cliffs Notes 187
Exaggerators, Sandbaggers, and Heavy Hitters 189
The Seven Deadly Sins of Salespeople 190
Go, Fight, Win! 192
Five Questions to Ask after a Loss 195
Are You Contagious? 198
Always Follow Your Intuition 200
Boy, Were They Wrong! 201
Contents ix
Warning Signs 202
Test Your Selling Style 204
Conclusion 209
CHAPTER 7 The Life of a Salesperson 211
Long Lunch 212
The 19.5 Reasons You Will Fail 213
Keep Perspective 214
Ask the Experts 214
Why Does My Sales Manager Dislike Me? 215
Six Comments 224
Self-Perception 226
Freedom 227
Sharpshooter 228
Fatal Faux Pas 229
Facing the End 230
Keep Your Goals to Yourself 232
Preconceived Ideas 233
Hey, Hey, We re the Monkeys 234
Monday-Morning Quarterbacks 235
So You Want to Be a Manager 236
Lost Cause 238
Missing History 239
You re Already Rich 239
Final Advice 240
Epilogue 243
Notes 247
Index 253
About the Author 261
|
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| indexdate | 2024-07-09T22:09:24Z |
| institution | BVB |
| isbn | 0470052317 |
| language | English |
| lccn | 2006009964 |
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| physical | ix, 262 p. Ill. 24 cm |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Wiley |
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| spelling | Martin, Steve W. Verfasser aut Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success Steve W. Martin Hoboken, N.J. Wiley 2006 ix, 262 p. Ill. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. 247-252) and index Selling Business communication Success in business http://www.loc.gov/catdir/toc/ecip0611/2006009964.html Table of contents http://www.loc.gov/catdir/enhancements/fy0741/2006009964-d.html Publisher description http://www.loc.gov/catdir/enhancements/fy0741/2006009964-b.html Contributor biographical information HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018900051&sequence=000010&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Martin, Steve W. Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success Selling Business communication Success in business |
| title | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success |
| title_auth | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success |
| title_exact_search | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success |
| title_full | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success Steve W. Martin |
| title_fullStr | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success Steve W. Martin |
| title_full_unstemmed | Heavy hitter sales wisdom proven sales warfare strategies, secrets of persuasion, and common-sense tips for success Steve W. Martin |
| title_short | Heavy hitter sales wisdom |
| title_sort | heavy hitter sales wisdom proven sales warfare strategies secrets of persuasion and common sense tips for success |
| title_sub | proven sales warfare strategies, secrets of persuasion, and common-sense tips for success |
| topic | Selling Business communication Success in business |
| topic_facet | Selling Business communication Success in business |
| url | http://www.loc.gov/catdir/toc/ecip0611/2006009964.html http://www.loc.gov/catdir/enhancements/fy0741/2006009964-d.html http://www.loc.gov/catdir/enhancements/fy0741/2006009964-b.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018900051&sequence=000010&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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