Selling New Technology
Tips, Tactics and Tales from a Technology Sales Person
Business & Finance, Marketing & Sales, Sales & Selling
| Author: | James T. Arrow | ISBN: | 9781462895106 |
| Publisher: | Xlibris US | Publication: | August 12, 2011 |
| Imprint: | Xlibris US | Language: | English |
| Author: | James T. Arrow |
| ISBN: | 9781462895106 |
| Publisher: | Xlibris US |
| Publication: | August 12, 2011 |
| Imprint: | Xlibris US |
| Language: | English |
Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: Account analysis Generating leads Tactics for Selling New Technology Getting and Conducting Meetings Proposal Development Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. How to Prioritize Your Time Average number of sales calls to close a deal for new technology New Technology the Numbers Game DUCT - to make a technical sale Nos are Better than Maybes Objections WIIFM Hunting for the Maverick The Opposite of Love is Not Hate Hunting for Clients Farming for New-Technology Sales Dinner and Lunch Casual Conversations Schmoozing Selling to Vice Presidents
Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: Account analysis Generating leads Tactics for Selling New Technology Getting and Conducting Meetings Proposal Development Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. How to Prioritize Your Time Average number of sales calls to close a deal for new technology New Technology the Numbers Game DUCT - to make a technical sale Nos are Better than Maybes Objections WIIFM Hunting for the Maverick The Opposite of Love is Not Hate Hunting for Clients Farming for New-Technology Sales Dinner and Lunch Casual Conversations Schmoozing Selling to Vice Presidents
