Chapters:
1 - The Heavy Hitter
2 - How People Communicate
3 - How People Are “Wired”
4 - How People Think
5 - Finding the Truth |
Without language you really wouldn’t exist. You wouldn’t be able to share your ideas, display your personality, and express yourself to the world. You couldn’t communicate your needs and desires to others, and the never-ending dialogue within your mind would stop. The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted.
The conversations we have with customers are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. Successful customer communications is the foundation of all sales, and in this section we explain how Heavy Hitters speak in the language of customers. |
Chapters:
6 - Choosing Your Battles
7 - Building Customer Rapport
8 - The Two Most Important Customers: Your Manager and You
9 - Finding Your Coach |
How salespeople spend their time ultimately determines their success. Heavy Hitters have an intense intuition that tells them which customers to pursue and what actions to take. Since having a mentor is the best way to learn how to sell, we want to understand how Hitters work their deals and so we can model their behavior. We also want to emulate how they work with their managers and cope with a career that can be both exhilarating and frustrating. In this section we examine Heavy Hitters’ strategies for building winning relationships with all of their customers. |
Chapters:
10 - The Deeper Meaning of
Language
11 - Intuitive Persuasion
12 - Metaphors for The Mind |
We typically equate persuasion solely with satisfying the analytical mind. However, we are not as objective and analytical as we think, and even the most well-thought-out decision is ultimately determined by emotional and subconscious influences. Human nature has the final say on every decision customers make. In this section we explain how Heavy Hitters use the power of persuasion to convince the rational and the emotional mind to buy. |
