Sell Results: What Every Technology Salesperson Needs to Know

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9780975319918: Sell Results: What Every Technology Salesperson Needs to Know

SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: - Harness market energy: Be in the right place at the right time - Build value: Use logic to build emotional commitment - Sell solutions: Sell business results to the executive - Compete strategically: Use competitive energy to build customer's sense of value - Prospect for energy: Learn how to find opportunities and forecast accurately - Qualify potential: Focus on the deals that will close - Discover solutions: Build value and sell business solutions - Propose value: Take control of the sales process - Close fast: Create momentum and negotiate success

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About the Author:

Janice Lawrence is the founding partner of Sell Results,LLC, a sales training company that has advised the technology market for the past two decades. Based on 20 years of working with the legendary technology sales teams of companies, such as Oracle, Cisco, Apple, Sun, GE, Procter & Gamble, Sybase, Unisys, and many more, Janice Lawrence is an expert in what it takes to sell technology solutions. Janice is also an award winning instructional designer, writer, producer and illustrator. She has a B.A. in English and Fine Arts from Tufts University and an MBA from N.Y.U and advanced business certificates from London Business School and Hautes Etudes Commerciales de Paris.

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Lawrence, Janice
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Book Description Learning Solutions Press, United States, 2009. Paperback. Book Condition: New. Language: English . Brand New Book ***** Print on Demand *****. SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: - Harness market energy: Be in the right place at the right time - Build value: Use logic to build emotional commitment - Sell solutions: Sell business results to the executive - Compete strategically: Use competitive energy to build customer s sense of value - Prospect for energy: Learn how to find opportunities and forecast accurately - Qualify potential: Focus on the deals that will close - Discover solutions: Build value and sell business solutions - Propose value: Take control of the sales process - Close fast: Create momentum and negotiate success. Bookseller Inventory # APC9780975319918

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Book Description Learning Solutions Press, United States, 2009. Paperback. Book Condition: New. Language: English . Brand New Book ***** Print on Demand *****.SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: - Harness market energy: Be in the right place at the right time - Build value: Use logic to build emotional commitment - Sell solutions: Sell business results to the executive - Compete strategically: Use competitive energy to build customer s sense of value - Prospect for energy: Learn how to find opportunities and forecast accurately - Qualify potential: Focus on the deals that will close - Discover solutions: Build value and sell business solutions - Propose value: Take control of the sales process - Close fast: Create momentum and negotiate success. Bookseller Inventory # APC9780975319918

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Book Description Paperback. Book Condition: New. Paperback. 320 pages. SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: - Harness market energy: Be in the right place at the right time- Build value: Use logic to build emotional commitment- Sell solutions: Sell business results to the executive- Compete strategically: Use competitive energy to build customers sense of value- Prospect for energy: Learn how to find opportunities and forecast accurately- Qualify potential: Focus on the deals that will close- Discover solutions: Build value and sell business solutions- Propose value: Take control of the sales process- Close fast: Create momentum and negotiate successClosing a deal is all about power. Sales superstars know how to use power their own, their coachs, their decision makers to negotiate a win-win relationship. They dont discount their price. They dont let the customer cut corners in a way that will jeopardize the successful implementation of the solution. They know when to escalate issues to get them resolved, and they know when to walk away from an unprofitable deal. Exceptional salespeople take the initiative to plan and lead the negotiating process. Their intimate knowledge of the customers needs and how the technology works, enable them to scale the solution on the fly. They know what they can give up and what they cant, and they have a backup plan. The exceptional salespersons deals are always successfully implemented. Their customers are always satisfied, so they become loyal, repeat customers. If we know what makes the exceptional salesperson successful, why are there so few of them The answer is simple. Most salespeople dont have the information they need to sell, and most technology companies dont understand what kind of information helps salespeople sell. Why Because it is too hard to find, maintain, and integrate into the sales process. Sell Results: What Every Technology Salesperson Needs to Know is about the information you need to become a technology sales superstar. In this book you will learn how to gather and analyze information about the market, your technology, and your customers business, so you can sell more productively. More importantly, you will learn how to apply this information to the steps of the sales process, so you close more deals. Janice Lawrence advised the technology market for the past two decades. Based on 20 years of working with the legendary technology sales teams of companies, such as Oracle, Cisco, Apple, Sun, GE, Procter and Gamble, Sybase, Unisys, and many more, Janice Lawrence is an expert in what it takes to sell technology solutions. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Bookseller Inventory # 9780975319918

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