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HEAVY HITTER SELLING 紧盯式销售：成功销售人员如何运用语言与直觉促使客户购买

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HEAVY HITTER SELLING 紧盯式销售：成功销售人员如何运用语言与直觉促使客户购买

最 低 价：￥139.60

定 价：￥174.48

作 者：MARTIN 著 著

出 版 社：吉林长白山

出版时间：2006-3-1

I S B N：0471787000

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    内容简介
    The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter. Inside, you'll find proven guidance and expert tips on:
    Understanding how people think and communicate；Finding the right words at the right time；Predicting a customer's behavior and influencing his thoughts；Building customer rapport and understanding their motivations；Persuading both the customer's rational mind and his emotional subconscious side.

    作者简介：
    Steve Martin is a successful speaker, consultant, and the creator of the Heavy Hitter Selling training program. Using the concepts of neuro-linguistic programming, he developed “models” that salespeople could use to generate successful relationships based upon the customer's language, personality, and thought processes. Over the past 20 years, he has generated over a quarter of a billion dollars of high-technology sales while working for leading-edge Silicon Valley companies.

    作者简介

    目录
    Introduction: Why Should You Read This Book?
    Part One: The Human Nature of Communication
    Chapter 1: The Heavy Hitter
    Chapter 2: How People Communicate
    Chapter 3: How People Are Wired
    Chapter 4: How People Think
    Chapter 5: Finding the Truth
    Part Two: Customer Sales Strategies
    Chapter 6: Choosing Your Battles
    Chapter 7: Building Customer Rapport
    Chapter 8: Your Two Most Important Customers: Your Manager and You
    Chapter 9: Finding Your Coach
    Part Three: The Power of Persuasion
    Chapter 10: The Deeper Meaning of Language
    Chapter 11: Intuitive Persuasion
    Chapter 12: Metaphors for the Mind
    Epilogue
    Notes
    Bibliography
    Glossary
    Index
    About the Author

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