Read e-book online Heavy Hitter Sales Psychology: How to Penetrate the C-level PDF

By Steve W. Martin

ISBN-10: 0979796121

ISBN-13: 9780979796128

The largest problem dealing with salespeople this day is securing conferences with C-level executives and convincing them to shop for. established upon huge interviews with greater than 500 C-level executives, Steve Martin's Heavy Hitter revenues Psychology may also help you know the way C-level executives imagine, how they convey, and the way to evolve your use of language to check government selection makers'. Martin offers language-based concepts that let your message to upward thrust above your opponents' and impactful mental feedback that compel executives to do so. within, you will discover specialist suggestion on those issues: --Strategies and strategies to penetrate the C -level executive's workplace --What to claim, do, and found in face-to-face conferences with C-level executives --Building rapport utilizing revenues linguistics, the examine of the way the customer's brain makes use of and translates language --Understanding and looking ahead to how the C-level way of thinking affects organizational politics and intricate determination making --Extensive real-world examples, illustrations, and workouts assist you practice the innovations instantly. Heavy Hitter revenues Psychology is for senior salespeople, those that were within the box for 5, ten, and fifteen plus years. The Heavy Hitter revenues philosophy has helped over 100,000 salespeople develop into best profit manufacturers at businesses together with AT&T, IBM, NEC, Akamai, BEA Systems/Oracle, and McAfee software program.

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

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They distinguish themselves with their people. VICE PRESIDENT OF SUPPLY CHAIN 2 Communicate THE SEVEN DIFFERENT LANGUAGES C-LEVEL EXECUTIVES SPEAK Their salespeople have an order taker mentality. They are not a value-added layer. ” EXECUTIVE VICE PRESIDENT OF WORLDWIDE OPERATIONS Every day, you speak and listen to thousands of words. Through the words you speak, you are able to explain your ideas, recount your past experiences, and share your personality with others. Since the communication process comes so naturally, you assume you are understood.

Even though most of the Masterminds I have ever met have been Visuals, they don’t seem to make any eye movements at all. Calibrating Eye Movements to Determine Truthfulness A polygraph machine measures the body’s response (breathing, heart rate, and temperature) of a subject to determine if the person is answering questions truthfully. At the beginning of a polygraph test, the administrator asks a certain number of questions known to be true, such as the subject’s name and social security number.

Similarly, you can calibrate eye movements of individuals by watching their responses to known answers. By doing this, you can establish a baseline measurement of their truthfulness. For example, here’s how you can sequence questions during a meeting with a C-level executive to ascertain whether or not he is telling you the truth. Based on your VAK count, you know he is auditory primary, kinesthetic secondary, and visual recessive. SALESPERSON: How long have you been evaluating solutions? ) Well, we started last .

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Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy by Steve W. Martin

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