Selling New Technology

Tips, Tactics and Tales from a Technology Sales Person

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Selling New Technology by James T. Arrow, Xlibris US
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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

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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

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