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| All salespeople must play three completely different roles to succeed. First, they must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy’s advance.
Second, all salespeople must be professional persuaders. In essence, salespeople are paid to persuade. They must gain the willing obedience of others and convince complete strangers to follow their advice. However, the most product-knowledgeable salesperson is not necessarily the most persuasive one. Persuasive salespeople naturally connect with customers, instill customer confidence, and establish trust.
Finally, successful salespeople must be oracles who predict their chances of winning based upon their common-sense judgment. As common sense accumulates over the years through interactions with customers, it becomes a salesperson’s lifesaving device. It prevents salespeople from repeating past mistakes and guides their intuition to maximize their most precious resource: time.
When a salesperson has mastered these three roles--strategist, persuader, and common-sense sage--he has attained sales wisdom and become a Heavy Hitter. Heavy Hitters are truly great salespeople who have acquired prominence through their accomplishments, expertise, and judgment. They continually exceed quotas, close big deals, and enjoy themselves in the process.
Heavy Hitter Sales Wisdom takes the concept of becoming a Heavy Hitter to the next level. This book has been written for senior salespeople, those who have been in the field for five, ten, and fifteen years or more. While it will expose the novice salesperson to entirely new aspects of selling, the ultimate goal of Heavy Hitter Sales Wisdom is to help experienced salespeople expand their influence within their local office, region, sales organization, and company. This requires not only winning more business but also having a methodology to explain to others how and why you win.
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“Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the ‘heart’ of selling. It's about the emotional connection with the customer but also the attack and destruction of the competition.”
Olivier Helleboid, Vice President Software Operations, Hewlett-Packard
“Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal.”
Tim Kelliher, Senior Vice President Sales, DHL GlobalMail
“It’s difficult to find published sales strategies that go beyond simply reminding you of what you already know. Conversely, Heavy Hitter Sales Wisdom forces readers to reevaluate their own strategy, tactics, persuasion, and sales common sense.”
Bob Hughes, Executive Vice President, Global Sales, Services & Marketing, Akamai Technologies, Inc.
“Heavy Hitter Sales Wisdom is a practical solution selling guide, loaded with real-world analogies, personal experiences, and modern proof points sure to enhance the success rate of anybody selling large complex solutions.”
James Lewandowski, Executive Vice President of the Americas, McAfee
“Heavy Hitter Sales Wisdom provides innovative insight and inspiration for anyone who practices the art and science of sales.”
Scott Raskin, Chief Executive Officer, Mindjet
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