The editorial objective of Think Sales magazine is to empower, motivate and inspire sales leaders with strategic knowledge, tactical skills, and management insights. Below, is Think Sales Magazine Editor Andrew Honey’s review of Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople.
At first glance, the book Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople, by Steve W. Martin may not resonate with sales leaders. That is a critical mistake for one simple reason - competitive advantage. In 24 years of running my own companies I have seen how difficult it has become to not only win more sales, but also to retain customers who are continually searching for the best solution at the best price.
What every sales leader should be looking for is a way to equip his/her sales force with tactical and strategic tools that will separate them from their competitors.This is where Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople comes into play. It’s a unique, researched look into how people use and interpret language during the decision-making process.
Written for senior salespeople it will help you, and therefore through coaching your team, to expand influence within the company and with prospects and clients. This will result in not only winning more business, but also being able to explain to others how and why you win. XXX You’ll learn language-based strategies and tactics to secure customer meetings, what to say and do when presenting in face-to-face customer and prospect meetings and how to bond with customers using sales linguistics. Find out how the customer's mind uses language and perfect your sales intuition so you always say the right words at the right time.
The book addresses every step of the sales cycle and provides a paint-by-numbers process to approach, engage and persuade prospective customers. It’s easy to read, with short chapters, extensive examples, illustrations and exercises. This is one book every sales leader should have on their bookshelf.
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