Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, by Steve W. Martin

By Steve W. Martin

Compliment for Heavy Hitter revenues Wisdom"Steve Martin takes a much-needed examine how profitable executives learn verbal and nonverbal messages, which permits them to speedy comprehend the subtext in their shoppers' minds. the simplest half is that the writer stocks powerful techniques that positioned extra enjoyable into promoting and more cash into salespeople's pockets."—Gerhard Gschwandtner Founder and writer, promoting energy magazine"Steve Martin's fascinating exam of serious leaders in background and the parallels he attracts among waging a warfare and waging a revenues crusade will be required studying for firm salespeople."—Jay Fulcher, leader govt Officer, Agile Software"This robust publication offers real-world ideas you should use to extend revenues immediately!"—Brian Tracy, President, Brian Tracy foreign, writer, Getting wealthy your personal Way"Heavy Hitter revenues knowledge is going past the conventional description of revenues cycles to the guts of promoting. it truly is concerning the emotional reference to the client, but in addition the assault and destruction of the competition."—Olivier Helleboid, vice chairman, software program Operations, Hewlett-Packard"Heavy Hitter revenues knowledge offers box revenues generals and revenues infantrymen with a whole lot method, persuasion suggestions, and commonsense ways to successful the hearts and minds of customers. This e-book will upload new guns in your arsenal."—Tim Kelliher, Senior vice chairman, revenues, DHL worldwide Mail

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Extra resources for Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success

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Casualties vary directly to the amount of time you are exposed to effective fire. ”30 Another special moment, the moment to attack, is more important than all others. Recognizing and acting at that moment is key. Action is hesitation’s enemy. Among military leaders there is an adage that a 70 percent solution acted on immediately is always better than a perfect solution acted on later. A general considers time a real enemy. Time is a salesperson’s enemy because time is finite. On average, there are 30 days in a month and 90 days in a quarter.

The Indirect Strategy Is Flexible, Employing Attacks, Retreats, and Defensive Fighting Based on Circumstances The situation was grim when George Washington solemnly addressed the Continental Congress about the fight for independence in 1776. Outnumbered and ill-equipped, the nature of the colonies’ circumstances mandated that they adopt an indirect strategy to win. Washington stressed that the only way the Continental Army could defeat the British was to fight defensively: “On our side, the war should be defensive .

Qxd 34 7/31/06 4:12 PM Page 34 SALES WARFARE STRATEGIES of the meeting, a turning point has occurred and the deal is lost. In most cases, the turning point occurs when the salesperson isn’t present. In casual hallway conversations or internal e-mails, selection team members share opinions that influence a vendor’s future. Napoleon described the nature of the turning point when he said, “Sometimes a single battle decides everything and sometimes, too, the slightest circumstance decides the issue of a battle.

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