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Making the Technical Sale Real World Training for the Successful Sales Consultant 1st Edition by Rick Greenwald, James Milbery ISBN 0966288998 9780966288995

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Making the Technical Sale Real World Training for the Successful Sales Consultant 1st Edition Rick Greenwald Digital Instant Download

Author(s): Rick Greenwald, James Milbery
ISBN(s): 0966288998
Edition: 1
File Details: PDF, 1.80 MB
Year: 2001
Language: english
SKU: EB-2214478 Category: Tags: ,

Making the Technical Sale Real World Training for the Successful Sales Consultant 1st Edition by Rick Greenwald, James Milbery – Ebook PDF Instant Download/Delivery: 0966288998, 9780966288995
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Product details:

ISBN 10: 0966288998 
ISBN 13: 9780966288995
Author: Rick Greenwald, James Milbery

“Making the Technical Sale” explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional’s point of view and anticipates the kind of problems unique to the technical sales field. “Making the Technical Sale” discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales.

Making the Technical Sale Real World Training for the Successful Sales Consultant 1st Table of contents:

  • Understanding Your Product or Service

    • The Importance of Product Knowledge in Sales

    • Translating Technical Features into Customer Benefits

    • The Lifecycle of a Technical Product

    • Key Differentiators in Competitive Markets

  • Identifying and Qualifying Leads

    • Understanding Your Target Market

    • Lead Generation Strategies for Technical Sales

    • Qualifying Prospects: Assessing Needs and Fit

    • Building a Solid Pipeline for Success

  • Building Relationships with Technical Buyers

    • The Psychology of Selling to Technical Buyers

    • Understanding the Decision-Making Process in B2B Sales

    • Engaging with Engineers, IT Professionals, and Technical Managers

    • Establishing Trust and Credibility with Clients

  • Consultative Selling Techniques

    • The Consultative Selling Approach

    • Asking the Right Questions to Identify Needs

    • Crafting Tailored Solutions for Clients

    • Leveraging Your Expertise to Add Value

  • Delivering Technical Presentations

    • Effective Communication of Complex Concepts

    • Structuring Your Technical Presentation

    • Demonstrations, Demos, and Hands-On Interactions

    • Handling Difficult Questions and Objections

  • Overcoming Objections and Closing the Sale

    • Common Objections in Technical Sales

    • Strategies for Overcoming Resistance

    • Understanding Customer Concerns and Offering Solutions

    • Closing Techniques for Technical Sales Success

  • Negotiation and Deal Structuring

    • Key Negotiation Strategies in Technical Sales

    • Understanding Pricing Models and Contract Terms

    • Navigating the Decision-Making Process with Multiple Stakeholders

    • Managing Complex Negotiations in High-Stakes Deals

  • Managing the Post-Sale Relationship

    • Building Long-Term Customer Relationships

    • Providing Ongoing Support and Training

    • Upselling and Cross-Selling to Existing Customers

    • Turning Customers into Advocates

  • Sales Metrics and Performance Tracking

    • Setting Realistic Sales Goals

    • Key Performance Indicators (KPIs) in Technical Sales

    • Tracking and Analyzing Sales Performance

    • Adjusting Strategies Based on Metrics

  • Professional Development for Technical Sales Consultants

    • Continuous Learning and Skill Improvement

    • Networking and Building a Personal Brand

    • Staying Up-to-Date with Industry Trends and Technology

    • Developing Leadership Skills in Sales

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Tags: Rick Greenwald, James Milbery, Technical Sale, Consultant