Everywhere I go it seems like I meet someone who is writing (or wants to write) a book. Since today is the official release date of Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success, I thought I would take a moment to tell you how the book came about.
Writing a book takes twice as long as having a baby and I began writing it in January of 2005. The idea for the book was based upon e-mails and comments from readers of the prequel, Heavy Hitter Selling. They continually said the “Heavy Hitter philosophy” helped them deal with a career that is both exhilarating and frustrating. Most of all, they told me they connected with the stories and anecdotes about the Heavy Hitters in the book. Specifically, I kept hearing that the two chapters about Ronald Reagan’s communication skills was the best part of the book.
Based upon these comments, Heavy Hitter Sales Wisdom continues down the path of learning new sales techniques by emulating a diverse group of history’s greatest Heavy Hitters. What can salespeople learn from Sun Tzu, Napoleon Bonaparte, and George Patton? Why would studying the words of Buddha, Jesus Christ, and Ronald Reagan be important? Since learning by example is the best way to learn, we want to study role models that provide the best examples of strategy, persuasion, and common-sense.
Frankly, most sales books today are boring, lecturing to readers in a step-by-step manner. My goal was to make Heavy Hitter Sales Wisdom an enjoyable, easy-to-read adventure about sales strategies and tactics by studying some of the most interesting people of all time.