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Heavy Hitter Sales Linguistics: 101 Advanced Sales Calls Strategies for Senior Salespeople
This is the first book that truly explains sales linguistics -- the revolutionary field of study about how customers use and interpret language during the decision-making process. Steve W Martin provides communication strategies that enable salespeople to rise above their competition and impactful psychological suggestions that compel customers' rational intellect and ...more
Hardcover, 332 pages
Published November 1st 2011 by TILIS Publishers
(first published January 1st 2011)
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There are things to really like about this book: its is structured with short self-contained chapters which allows the book to used as an effective reference. Other things are not quite as useful. The book is heavy on the NLP, self improvement cult, which certainly turned me off. There are really good bits of advice to more effective communication and structuring the sales process. The sections on Elevator Pitch and 1,2,3,Rest,Repeat email campaigns were excellent. So in short this is a mixed ...more