Sales is more than a science. It is an art. Sales is the artful combination of structure and free thinking, process and people, and logic and emotions. Sales cannot be taught, it must be learned. However, the popular sales methodologies concentrate solely on the logical and procedural aspects of the sales cycle. They do not explain or fully take into account the human characteristics of the people who actually make the purchase decisions. And, the process of selling is inconsequential when compared to the roles that psychology and politics play in determining the ultimate winner.

Heavy Hitter Selling is a revolutionary new sales philosophy about the human nature of sales. Heavy Hitter Selling is the first book to explain what is truly at the heart of all sales: how to build relationships between people, how salespeople incorporate the elements of human behavior into their strategy, and how salespeople say the “right” words at the “right” time to persuade customers to buy.

A successful salesperson is commonly referred to as a “Heavy Hitter.” Heavy Hitters have an extraordinarily developed intuition, or deeper level of understanding, about the deals they will close. This understanding is somewhat equivalent to the ability to predict the future or analogous to reading minds. Heavy Hitters have a “feel” for their deals. They not only listen to a customer but also speak the customer’s language. Studying the words, actions, and strategies of these successful role models will help you become a Heavy Hitter.

Written by innovative thought leader Steve Martin, Heavy Hitter Selling is the result of participating in thousands of sales calls with hundreds of salespeople over a twenty year career. Heavy Hitter Selling is more than the typical sales book about tips and techniques. It is the owner’s manual for your mouth, the sales manager you wish you always had, and an entirely new way to think of your career in sales.