EBOOK
About
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
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