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In roles ranging from salesperson to vice president, Steve Martin has been personally responsible for over a quarter of billion dollars of high technology sales while working for leading edge Silicon Valley companies over the past twenty years.

If you are in sales, you make your living by talking. If you were a pilot, you would attend years of flight training school and many hours of simulator training before you were allowed in the cockpit of a jumbo jet. If you were a lawyer, you would intensely study the law for several years and have to pass your state’s bar exam to ensure your proficiency. If you are in sales, you need to understand the use and interpretation of language.

Steve’s presentation will help you understand the process of communication and how it determines the level of rapport between you and your customer. You will learn how to adapt your use of language to a customer’s thought process and personality. Language can be directly linked to a person’s behavior. It can be deciphered to predict future behavior and truthfulness or used proactively to influence a person’s thinking or opinions. Steve’s goal is to help you understand and master the intangible principles of human behavior during the sales cycle.

He began his career programming computers as a teenager in the late 70’s. Through working with computers, he became acutely aware of the preciseness and structure of language. In addition, programming is built upon “models”. Models are verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences.

Early in his career, he was also introduced to the concepts of Neurolinguistics, the study of how the human brain uses and interprets language. When he transitioned his career into sales, he realized that the language his customers used was directly related to their behavior. He could build models to create successful relationships based upon the customer’s language, personality, and thought process. Without any sales experience  to speak of, he was  the number one salesperson in his company for the following four years.

Steve went on to be a top sales producer for a billion dollar software company and was promoted into management to imprint his “selling model” on other salespeople within the organization. As vice president of sales, Steve successfully trained his salespeople on the principles of Heavy Hitter Selling. As a sales trainer, he has helped thousands of salespeople become Heavy Hitters.

Today, Steve is still an avid student of neurolinguistics and human nature during the sales cycle. After countless customer meetings, he still enjoys the exhilaration and satisfaction of a successful sales call.

The presentation serves as a cultural transmission to instill the concepts within Heavy Hitter Selling. A “cultural transmission” is the method of learning a behavioral technique by emulating a successful practitioner as a role model. Steve not only presents information and tactics, he demonstrates them in a highly interactive environment that emulates a typical sales call.

Presentations are customized for your particular area of interest and use the terms of your industry. Examples from your competition are presented using “their” language. Finally, Steve relates to the audience from their point of view to ensure they’re engaged and the information covered is internalized. It’s an entertaining and enlightening experience!

Steve also offers another truly unique sales kickoff experience called "Tales from the Field." Tales from the Field is similar to a roundtable talk show where key salespeople are interviewed about their major wins and losses. However, this session goes far beyond discussing sales strategies and tactics. Steve elicits the psychological and intuitive aspects of selling and translates the common sales themes into models the entire sales organization can understand and emulate.

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