[DOWNLOAD] "Selling New Technology" by James T. Arrow # Book PDF Kindle ePub Free

eBook details

Title: Selling New Technology
Author : James T. Arrow
Release Date : January 12, 2011
Genre: Business & Personal Finance,Books,
Pages : * pages
Size : 366 KB

Description

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