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    Selling New Technology Tips, Tactics and Tales from a Technology Sales Person

    ISBN-10: 1462895093
    ISBN-13: 9781462895090
    Author(s): James T. Arrow
    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  More...
    Buy it from: $33.34
    This item will ship on Friday, November 28 .

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    Publisher: Xlibris Corporation LLC
    Binding: Hardcover
    Pages: 156
    Size: 6.00" wide x 9.00" long x 0.50" tall
    Weight: 0.858
    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 "No's" are Better than "Maybe's" 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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