Heavy Hitter Sales Psychology: How to Penetrate the C-level Suite and Convince Company Leaders to Buy

By Jessica Abel

Book Overview

The biggest challenge facing salespeople today is securing meetings with C-level executives and convincing them to buy. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology will help you understand how C-level executives think, how they communicate, and how to adapt your use of language to match executive decision makers'. Martin provides language-based strategies that enable your message to rise above your competitors' and impactful psychological suggestions that compel executives to take action. Inside, you will find expert advice on these topics: --Strategies and tactics to penetrate the C -level executive's office --What to say, do, and present in face-to-face meetings with C-level executives --Building rapport using sales linguistics, the study of how the customer's mind uses and interprets language --Understanding and anticipating how the C-level mind-set impacts organizational politics and complex decision making --Extensive real-world examples, illustrations, and exercises help you apply the techniques immediately. Heavy Hitter Sales Psychology is for senior salespeople, those who have been in the field for five, ten, and fifteen plus years. The Heavy Hitter sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including AT & T, IBM, NEC, Akamai, BEA Systems/Oracle, and McAfee Software. This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0385348436
• ISBN13: 9780385348430
• Release Date: August 2015
• Publisher: Crown Publishing Group (NY)
• Length: 240 Pages
• Weight: 1.41 lbs.
• Dimensions: 0.7" x 7.1" x 9.1"