How To Sell Technical Equipment And Services
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How To Sell Technical Equipment And Services
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Author : James R. Hutton
language : en
Publisher: PennWell Books
Release Date : 2005-11
How To Sell Technical Equipment And Services written by James R. Hutton and has been published by PennWell Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-11 with Business & Economics categories.
Much has been written about perfecting sales techniques, but in this new book author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable.
Sales Engineering
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Author : Ivan C. Stepnich
language : en
Publisher: Business News Publishing Company
Release Date : 1990
Sales Engineering written by Ivan C. Stepnich and has been published by Business News Publishing Company this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990 with Business & Economics categories.
Sell S Guide To Office Services And Equipment
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Author : Sell's Publications, Limited
language : en
Publisher:
Release Date : 1973
Sell S Guide To Office Services And Equipment written by Sell's Publications, Limited and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1973 with Office equipment and supplies categories.
How To Sell Anything To Anybody
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Author : Joe Girard
language : en
Publisher: Simon and Schuster
Release Date : 2006-02-07
How To Sell Anything To Anybody written by Joe Girard and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-02-07 with Business & Economics categories.
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
How Clients Buy
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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2018-03-13
How Clients Buy written by Tom McMakin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-13 with Business & Economics categories.
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Occupational Outlook Handbook
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Author :
language : en
Publisher:
Release Date : 1982
Occupational Outlook Handbook written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1982 with REFERENCE categories.
Describes 250 occupations which cover approximately 107 million jobs.
International Commerce
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Author :
language : en
Publisher:
Release Date : 1967
International Commerce written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1967 with Consular reports categories.
Selling Equipment Leasing
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Author : Michael Berke
language : en
Publisher: Amacom Books
Release Date : 1994-01
Selling Equipment Leasing written by Michael Berke and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01 with Business & Economics categories.
Equipment leasing currently accounts for $120 billion in sales, and the field is growing. But to compete successfully in this lucrative market, you must understand more than the products and services you're selling. States author Michael Berke, "Sales success depends upon what you know about the overall financial market, your own organization, the types and characteristics of other financial alternatives available, the capabilities and shortcomings of your direct competition, and the specific characteristics of the market segments in which you sell." The author describes the structure of the typical leasing organization in detail to help you build a firm foundation for understanding, and making, leasing sales. You'll discover how the credit, contract administration, accounts receivable, and legal departments operate, why they are necessary and how they view salespeople. You'll also find out how you can maximize sales production while staying within generally accepted organizational and marketplace guidelines. Using case studies and examples, the author discusses methods for marketing and direct selling, telemarketing, and identifying decision makers; the benefits of leasing for both vendors and end-users; the components of lease structures; and structuring leasing and financial transactions. He also explains how you can develop and maintain a winning attitude - an essential complement to your technical skills and products knowledge. There is more to leasing sales than simply qualifying buyers and extending credit. In today's rough-and-tumble world, lessors need to satisfy customer needs with innovative products and services and ensure that delivery is guaranteed every step of the way.
Drafting Technology Patent License Agreements
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Author : Michael J. Lennon
language : en
Publisher: Wolters Kluwer
Release Date : 2007-01-01
Drafting Technology Patent License Agreements written by Michael J. Lennon and has been published by Wolters Kluwer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-01-01 with Law categories.
In todayand’s fast-paced and ultra-competitive high-tech environment, an effectively managed patent licensing program is a must. The Second Editio n of Drafting Technology Patent License Agreements shows you how to achieve one. This valuable resource covers all of the legal and business transactional issues you are likely to encounter during the drafting and negotiation of patent licensing agreements. It guides you step-by-step through the unique aspects of the implementation of a patent licensing program for computers, electronics, telecommunications, and other industries, and it clarifies the issues involved in the enforcement and litigation of these patents. Youand’ll find incisive legal analysis on complex issues including: How to implement an aggressive and well-managed patent licensing program How to evaluate a patent or portfolio for licensing How to identify industry segments and select potential licensees How to discuss terms with industry targets How to formulate an effective licensing strategy How to use databases effectively in patent practice How to organize a licensing team How to file a patent infringement lawsuit And many more critical issues like these. Included with this key resource are 40 time-saving forms on the bonus CD-ROM: Forms for establishing a new technology company using patented technology Confidentiality agreements (for a third-party vendor, third party evaluation, or consultant) A projected royalty stream analysis A semiconductor technology cross-licensing agreement Software technology license agreements Model licensing and patent agreements for the telecommunications industry And many more!