By Rick Greenwald

"Making the Technical Sale" explains the general technical revenues cycle, together with the expertise and edition cycle and how you can comprehend the development of a sale. This exact and thorough guide used to be written from the technical revenues professional's standpoint and anticipates the type of difficulties designated to the technical revenues box. "Making the Technical Sale" discusses why technical revenues isn't the same as normal revenues; information the whole variety of talents wanted by means of technical revenues pros; illuminates the common initiatives a technical revenues specialist handles; and explores the position this individual performs at the revenues group. The e-book additionally addresses the necessity for honesty and moral habit in revenues.

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Extra info for Making the Technical Sale: Real World Training for the Successful Sales Consultant

Sample text

Time and Resources The process from advertising and marketing through to closure represents the complete sales cycle. However, the chief milestones encompass the span from the presentation phase to the negotiations phase. The complex solutions and problems associated with these two phases are hard to solve. This level of difficulty means that it will take more time to complete these phases. Increased time also means increased resource requirements, with you, the sales consultant, serving as the main resource.

Nonetheless, the introduction and acceptance of new technology does follow established patterns. Improvements in technology tend to be absorbed by the marketplace according to an adoption schedule commonly referred to as the Technology Life Cycle. The relative position of your product and technology along this curve can have a fairly dramatic effect on how you, as the sales consultant, represent the product. In this chapter, we will introduce you to the Technology Life Cycle and take you through the process of identifying which sales consulting techniques best fit the position of your product at various stages.

However, the pressure of limited contact is even greater, since a typical prospect may only spend a few minutes visiting your site. Why This Book? If you’ve gotten this far, we hope you have begun to see the value of this book. But what, exactly, is the purpose of the book? ” It will focus on helping you to improve on the two essential qualities that make up a successful sales consultant. Ⅲ Technical skills Ⅲ People skills These two qualities are present in wildly varying degrees in different individuals.

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