My latest book titled Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy presents a revolutionary new C-level sales philosophy based upon the interrelationship between psychology and language. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Heavy Hitter Sales Psychology focuses on language-based interactions with C-level executives and how to convince both the rational and emotional minds of senior decision makers. Here’s some thought provoking quotes from the book for the new year!
“Your most important competitive weapon is your mouth and the words you speak!”
“A smart person knows how something works, a clever person knows how to get something done”
“The most important words you will speak during the entire year are those you say to C-level executives during the make-or-break meetings that determine if you will win the deal.”
“When C-Level executives are choosing between two similar products, they will not always buy the better product. Rather, their tendency is to buy from the salesperson they believe is the better person.”
“Sales is profession based upon pressure: pressure from Sales management to make your quota, pressure from competitors who are trying to defeat you, pressure you place on yourself to be number one, and the pressure to perform well on every sales call.”
“Customers will not only say things they don’t mean but mean things they don’t say. Never forget, all buyers are liars and salespeople are paid to persuade.”
“Sales like soldering, is unlike most other professions. While doctors save lives, teachers build lives, and police officers protect lives, salespeople are on a mission to destroy the lives of their competitive enemies. Salespeople are verbal warriors.”
“Customers do not seek information that will help them make an objective strategic decision; they amass information that helps them justify their preconceived ideas and biases.”
“Heavy Hitter salespeople know they need a constant, accurate source of information revealing the internal machinations of the customer’s selection process. You need someone to coach you through the sales cycle.”
“Although a complex enterprise account may many months to complete, every deal has a critical moment or turning point where it is won or lost.”
“Sales is the process of building a relationship and turning a skeptic into a believer and making a stranger your friend. Language and the words you say are the tools you use to achieve these results.”
“Never forget, although you are excited about the C-level sales call, the C-level executive isn’t that excited about your products and not all that interested in your marketing pitch. He’s heard them before, and they all sound the same. You will be granted continual access when you demonstrate how you can solve his business problems and help him achieve his personal ambitions.”
“The words you say to yourself are the most important words you use all day. Your internal mantra, whether good or bad, will be conveyed to customers. Is it negative and hurtful or reaffirming and helpful? In the end, nothing else really matters.”
My favorite quote is
“When C-Level executives are choosing between two similar products, they will not always buy the better product. Rather, their tendency is to buy from the salesperson they believe is the better person.”
The executive knows there are always potential problems so buying form the better person is very important
Posted by: Kathy | January 09, 2011 at 09:21 PM