Heavy Hitter Selling How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
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Beskrivande text
Based on Martin's sales program, this guide shows readers how to achieve sales success. Martin outlines valuable tips and techniques that ambitious sales teams need in order to connect with prospects and close the deal.
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Övrig information
Steve Martin is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neuro-linguistic programming, he developed "models" that salespeople could use to generate successful relationships based upon the customer's language, personality, and thought processes. Over the past 20 years, he has generated over a quarter of a billion dollars of high-technology sales while working for leading-edge Silicon Valley companies.
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Innehållsförteckning
Introduction: Why Should You Read This Book? PART I: THE HUMAN NATURE OF COMMUNICATION. 1. The Heavy Hitter. 2. How People Communicate. 3. How People Are Wired. 4. How People Think. 5. Finding the Truth. PART II: CUSTOMER SALES STRATEGIES. 6. Choosing Your Battles. 7. Building Customer Rapport. 8. Your Two Most Important Customers: Your Manager and You. 9. Finding Your Coach. PART III: THE POWER OF PERSUASION. 10. The Deeper Meaning of Language. 11. Intuitive Persuasion. 12. Metaphors for the Mind. Epilogue. Notes. Bibliography. Glossary. Index. About the Author.
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Detaljerad information
| Artikelid: | 9780471787006 |
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| ISBN 10: | 0471787000 |
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| Förlag: | John Wiley And Sons Ltd |
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| Utgivningsdatum: | 2006 (ursprungligen 20060426) |
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| Utgivningsland: | Sverige |
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| Utgivningsort: | New York |
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| Språk: | English |
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| Illustrationer: | illustrations |
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| Upplaga | 1 |
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| Format: | Paperback |
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| Antal sidor: | 400 |
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| Vikt: | 500 g |
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| Höjd: | 228 mm |
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| Antal komponenter: | 1 |
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