Selling New Technology

Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about:Account analysisGenerating leadsTactics for Selling New TechnologyGetting and Conducting MeetingsProposal DevelopmentClosing businessMany 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 TimeAverage number of sales calls to close a deal for new technologyNew Technology the Numbers GameDUCT - to make a technical saleNos are Better than MaybesObjectionsWIIFM Hunting for the MaverickThe Opposite of Love is Not HateHunting for ClientsFarming for New-Technology SalesDinner and Lunch Casual Conversations SchmoozingSelling to Vice Presidents