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What High-Tech Leaders are Saying |
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"This
is a very different book on selling. It's like the graduate course on
entreprise selling. It focuses on the most important aspect of sales: people
and relationships. All the other books or seminars on sales go through the
process aspects, the different kinds of sales transactions, how to map
products and customer benefits, the phases and activities of the sales cycle.
It dives in the core of personal interactions and how to figure them out.
Sales is fundamentally an intense, high stakes, very personal engagement
between two individuals or two groups of people. As you go through that high
stakes game, you describe several models that take the different angles of
building a relationship, influencing the process, and getting to an
agreement. The reader can take all or parts of the models and get value from
the different pieces. The examples make the book easy to read - everyone can
relate to them." "Heavy Hitter
Selling isn't another sales process book. Any sales professional worth his
salt has surveyed and mastered the sales process classics. Heavy Hitter
Selling examines the more subtle, but critical human factors during
technology selling. Heavy Hitter Selling can make the most experienced sales
rep more cognizant of managing the human aspects of the technology sale and
expose junior reps to an experience in the human technology sales
interactions that normally take a career to master. I've seen it work in
action." "Many of us
believe that we are effective speakers and skilled listeners. Reading this
book will "This book is full
of practical advice that anyone who is trying to penetrate the high tech
industry should read." "I have
experienced firsthand Steve Martin's success as a sales leader. It is rare to
see someone translate his accomplishments into a well-written book with clear
principles and a methodology that others can easily understand. It is a book
you prefer your competitors not to have." "Heavy Hitter
Selling goes beyond the standard selling methodologies, and instead focuses
on "Sales is
competitive world and there can be only one winner. This book gives the
reader an "Companies, like
the individuals that represent them, speak a distinct language, have unique "Having trained
with Dr. Erikson and after reading this book, I am convinced that Dr. Erikson
"Recommended
reading for the entire board of directors-- especially venture capitalist who
need to decipher and approve their portfolio companies' sales
strategies." "Absolutely
fascinating. A must-read for the management team of every high-tech company.
Surviving today's challenging times may depend on it." "I REALLY enjoyed
reading the book! An unusual way of looking at sales through perfecting ìWhy would a CFO read a
book on sales? Typically, there is a suspicious relationship between finance
and sales based upon lack of understanding of what salespeople actually do.
This is the first book to truly explain how successful salespeople close
business using models, language, and examples that non-salespeople can
understand. A book that I would strongly suggest everyone in the high
technology company read.î |
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"Heavy Hitter Selling" |
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Chapter 1 - The Heavy Hitter |
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Chapter 2 - How People Communicate |
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Chapter 3 ñ How People Are ìWiredî |
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Chapter 4 ñ How People Think |
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Chapter 5 ñ Finding the Truth |
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Chapter 6 ñ Choosing Your Battles |
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Chapter 7 ñ Building Customer Rapport |
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Chapter 8 ñ The Complete Hitter |
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Chapter 9 ñ Finding Your Coach |
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Chapter 10 ñ The Deeper Meaning of Language |
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Chapter 11- Intuitive Persuasion |