大人物销售智慧：销售福利战略、说服的秘密与成功常识(英文原版进口)

书籍目录

Introduction: Strategy, Persuasion, and Common Sense—the Three Parts of Sales WisdomPart One Sales Warfare Strategies 　CHAPTER 1 The Grand Strategy of War 　　The Changing Nature of Sales 　　The Indirect Strategy 　　The Seven Principles of the Indirect Strategy 　　The Indirect Strategy in Sales 　　Closing Thoughts 　CHAPTER 2 Battlefield Tactics 　　Grand Strategy, Battles, and Battlefield Maneuvers 　　Charting Your Position 　　Battlefield Tactics Based on Position 　　Individual Battlefield Tactic Case Study 　　Company Battlefield Tactic Case Study 　　Closing Thoughts 　CHAPTER 3 The Five Steps to Victory 　　Step 1—Set the Tempo 　　Step 2—Focus on Human Nature (Winning Hearts and Minds) 　　Step 3—Enlist Spies 　　Step 4—Understand How the Objective Is Organized 　　Step 5—Go After the Leaders 　　Conclusion Part Two Secrets of Persuasion 　CHAPTER 4 Real Persuasion 　　Decision Making 101 　　Speak to Each Person Individually 　　Speak with Compassion 　　Speak with Congruence 　　Connect with the Senses 　　Tell Stories to Illustrate Complex Ideas 　　Conclusion　　CHAPTER 5 Meeting of the Minds 　　Connecting with Minds 　　Why George Bush Won the 2004 Presidential Election 　　Balanced Communicators 　　The Subconscious Decision Maker 　　The Different Types of Persuasion 　　The Persuasive Corporate Sales Presentation 　　Organizing the Presentation 　　Conclusion Part Three Common-Sense Tips 　CHAPTER 6 Common-Sense Selling 　　Cesspool 　　Who Are You? 　　Price 　　Seven Reasons Why Indy Race Car Driving Is Like Sales 　　Don’t Panic 　　Peer Pressure 　　Lessons Learned 　　The Fantasy of Spam 　　Cliffs Notes 　　Exaggerators, Sandbaggers, and Heavy Hitters 　　The Seven Deadly Sins of Salespeople　　Go, Fight, Win! 　　Five Questions to Ask after a Loss 　　Are You Contagious? 　　Always Follow Your Intuition 　　Boy, Were They Wrong! 　　Warning Signs 　　Test Your Selling Style 　　Conclusion 　CHAPTER 7 The Life of a Salesperson 　　Long Lunch　　The 195 Reasons You Will Fail 　　Keep Perspective 　　Ask the Experts 　　Why Does My Sales Manager Dislike Me? 　　Six Comments 　　Self-Perception 　　Freedom 　　Sharpshooter 　　Fatal Faux Pas 　　Facing the End 　　Keep Your Goals to Yourself 　　Preconceived Ideas 　　Hey, Hey, We’re the Monkeys 　　Monday-Morning Quarterbacks 　　So You Want to Be a Manager 　　Lost Cause 　　Missing History 　　You’re Already Rich 　　Final Advice Epilogue Notes Index About the Author

作者简介

Steve Martin introduced his innovative sales system in Heavy Hitter Selling. That book showed you how to become a Heavy Hitter—that special seller who doesn't just succeed, but succeeds wildly. And it showed you that the key to sales success is in learning how people think and communicate, how they make decisions, and how to use science-based tactics and techniques to persuade them.     Now, as a follow-up to that successful sales primer, comes Heavy Hitter Sales Wisdom, a book of insight from some of the world's heaviest hitters of all time—from Sun Tzu to George S. Patton, Jesus Christ to Siddhartha Gautama. But what do all these famous figures have to do with sales? Just like the best Heavy Hitters in sales, they were masters of strategy, persuasion, and commonsense judgment.     Those salespeople who successfully master the three roles of strategist, persuader, and sage of common sense become true Heavy Hitters. They exceed quotas, close the biggest deals, make tons of money, and enjoy themselves in the process. Heavy Hitter Selling taught you how to join the ranks of that sales elite. Heavy Hitter Sales Wisdom offers a bracing jolt of motivation, effective strategy, and hard-earned wisdom to help solidify your status as a Heavy Hitter.     Heavy Hitter Sales Wisdom neither oversimplifies the art of selling, nor overanalyzes the minute details of sales strategy. It provides even experienced sales professionals with state-of-the-art sales strategies, truly enlightening wisdom, and a uniquely entertaining approach to sales. It condenses the teaching of some of the greatest military and political leaders into a healthy serving of strategy and tactics for those of us who want to plan and win the big sales battles    —against the competition in the marketplace and against customers themselves. And it's especially useful for those professionals in complex or business-to-business sales who must penetrate bureaucracies, influence key decision makers, and tailor their products to fit their customers' specific needs.     This book teaches sales strategy, persuasion skills, and common-sense tactics based on the wisdom of some of the greatest figures in history—the original Heavy Hitters. If you want to win more sales and become a Heavy Hitter yourself, this wise, practical resource guides your way with advice from some of the most influential people of all time.

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