"Steve Martin's writing on sales dispenses insights of value to sales leaders up and down an organization. His considerable experience in the field and foundations in research give his recommendations heft and yet they're delivered in an inherently readable and easy-to-understand way."
--Eric Hellweg, Editorial Director, Harvard Business Review
"This book explains the complex concepts of sales linguistics in ways that are actionable and will help senior sales professionals become more successful."
--Tom Furey, President, Standard Register Industrial
"Heavy Hitter Sales Linguistics lays out key (and often overlooked) components of winning versus losing that even the most seasoned sales professional should stop and consider."
--Gary Staley, Vice President of Sales, Americas, Fluke Networks
"Steve Martin has captured the essence of the sale in so many ways--how to say the right thing, do the right thing, and react to the customer's concerns. A must read for the professional salesperson."
--James G. Ellis, Dean, Marshall School of Business, University of Southern California
"Steve Martin addresses every step of the sales cycle and provides a paint-by-numbers process to approach, engage, and persuade prospective customers."
--George Bennett, Senior Vice President of Worldwide Field Operations, Isilon Systems division of EMC
"Understanding sales linguistics will help you map out all aspects of interacting with customers—how to get the first meeting, what to say to differentiate yourself, and strategies to close the deal."
--Scott Raskin, CEO, Mindjet
"Steve Martin provides practical everyday advice on how to take professional selling to the next level."
--Monty Carter, President, TELUS Enterprise Solutions
"I see it every day. Salespeople come up with a product pitch and drop it on anyone who will pick up the phone. Spray and pray. This book outlines the correct approach to selling. It's about making a personal connection by truly understanding prospects' needs and speaking their language."
--Michael Nelson, Vice President of Sales, ON24
"If your activity levels are high but your closing rates are low, it's time to change your thinking! By mastering the concepts in this book, you will learn to speak in a language your customer understands. Learn the art of harmonious communication and watch your sales and income soar!"
--Mike Viola, Executive Vice President of Sales, Oasis Outsourcing, Inc.
"Another Steve Martin book that I couldn't put down. A truly different book that translates linguistics to the real world and will give you an edge."
--Joe Vitalone, Vice President of Sales, Americas, LifeSize Communications, division of Logitech
"When it comes to sales, there are a lot of resources that teach selling. Only Steve Martin teaches SELLING and developing salespeople beyond the customary sales skills!"
--Frank Maylett, Executive Vice President of Sales, inContact
"Salespeople reflexively fixate on demonstrations and presentations. Their companies also reinforce this behavior. Heavy Hitter Sales Linguistics focuses on building winning relationships by structuring interactions based upon individual linguistic profiles. It includes entirely new sales concepts based upon the latest neuroscience, which make the book not only interesting to read but highly valuable to even the most experienced salesperson."
--Peter Riccio, Vice President of Mid-Market Sales, Taleo
"Heavy Hitter Sales Linguistics captures Steve Martin's master-level knowledge of sales linguistics and makes these techniques available to everyone. This book can help any salesperson who is interested in understanding and affecting their customers' subconscious buying decisions."
--Mark Sarojak, Director of Global Sales and Marketing, BAE Systems - Geospatial eXploitation Products
"Clarifying the complex issue of communication and showing the means to improve salesmanship to the highest level, Heavy Hitter Sales Linguistics is as simple as it is fascinating to read."
--Peter W. Fellinger, Senior Manager Business Development, Lufthansa Airlines |
