Heavy Hitters Psychology
by Steve Martin
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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 officeWhat to say, do, and present in face-to-face meetings with C-level executivesBuilding rapport using sales linguistics, the study of how the customer's mind uses and interprets languageUnderstanding and anticipating how the C-level mind-set impacts organizational politics and complex decision makingExtensive real-world examples, illustrations, and exercises help you apply the techniques immediately
- Cardinal Publishers Group, September 2009
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