Technical Selling Skills
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Selling Technology
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Author : Asaf Darr
language : en
Publisher: Cornell University Press
Release Date : 2018-07-05
Selling Technology written by Asaf Darr and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-05 with Business & Economics categories.
Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the American labor force, sales work has been a neglected area of study. Asaf Darr's ethnographic exploration of the sales process for standard and emergent technology argues that our cultural stereotypes of sales work and salespeople, shaped during the industrial era and through popular images of the Yankee peddler and the car salesman, no longer apply to the changing nature of sales in an information economy. In the high-technology settings in which cutting-edge artifacts are traded, Darr finds that sales work deviates sharply from our traditional cultural images. The educational level and technical skills of the sales force are increasing, sellers' and buyers' engineers engage in co-development, and long-term collaborative relationships are replacing brief sales encounters. A growing number of work tasks and skills previously performed and mastered in the design or production phases have become part of the sale of emergent technology. New control mechanisms over the work of the sales engineers are also appearing. Unlike most ethnographic studies of salespeople, which focus on the insurance, finance, and retail sectors., Darr's groundbreaking book turns to the daily sales practices of an information economy.
Technical Selling Skills
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2023-07-03
Technical Selling Skills written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-07-03 with categories.
'Technical Selling Skills: A Sales Engineers Master Guide to Selling Successfully' is a Comprehensive & Powerful Practical Guide designed for Sales Engineers seeking to excel as Champions in the complex world of technical selling. It covers a Unique 8 Step Champion Sales Model: P.A.N.O.R.A.M.A. to equip you- enabling you to have a panoramic view of the entire sales process: the customer, market, industry, and competition, so you as the technical sales professional will be able to effectively tailor your approach, address customer needs, leverage market trends, offer value, differentiate your products & close successfully while empowering you to engage customers in meaningful conversations, provide valuable insights, and position your offering as the optimal solution, ultimately enhancing your ability to build trust, win business, and achieve sales success. Whether you are a seasoned professional or just starting your career, this master-book will provide you with valuable insights, practical strategies, and real-world examples to stand out as a Champion.
Insight Selling
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2014-04-30
Insight Selling written by Mike Schultz 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 2014-04-30 with Business & Economics categories.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Mastering Technical Sales The Sales Engineer S Handbook Third Edition
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Author : John Care
language : en
Publisher: Artech House
Release Date : 2014-07-01
Mastering Technical Sales The Sales Engineer S Handbook Third Edition written by John Care and has been published by Artech House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-01 with Business & Economics categories.
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Selling Skills For Financial Advisors
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2023-09-01
Selling Skills For Financial Advisors written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-01 with Business & Economics categories.
Selling Skills for Financial Advisors: Master the Unique and Powerful 10 Step Sales Model: ‘C.O.N.S.U.L.T.A.N.T..’ is a comprehensive and invaluable guide designed to equip financial advisors with the essential skills to succeed in the competitive world of financial services. Through the 10 Step CONSULTANT Sales Model, this book presents a step-by-step approach to the selling process, from effective prospecting and lead generation to closing deals and ensuring post-sales customer satisfaction. Each chapter focuses on vital aspects of selling, including building meaningful connections with clients, understanding their unique needs, and delivering value-driven solutions. Packed with real-life examples, case studies, and interactive exercises, this book provides practical strategies to navigate objections, differentiate from competitors, and nurture long-term relationships with clients. Whether you are a seasoned professional or a newcomer to the field, "Selling Skills for Financial Advisors" empowers you to master the art of selling and achieve remarkable success in your financial advising career. Discover the secrets to becoming a trusted and respected financial advisor, and let the CONSULTANT Sales Model be your roadmap to excellence.
Mastering Technical Sales
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Author : John Care
language : en
Publisher: Artech House
Release Date : 2008
Mastering Technical Sales written by John Care and has been published by Artech House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Business & Economics categories.
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Diagnosis A Key Skill For Leadership Transforming Managers Into Inspirational Leaders
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2024-05-27
Diagnosis A Key Skill For Leadership Transforming Managers Into Inspirational Leaders written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-05-27 with Business & Economics categories.
‘Diagnosis: A Key Skill for Leadership (Transforming Managers into Inspirational Leaders)’ is a comprehensive guide for leaders and managers looking to enhance their diagnostic skills in the context of Leadership. The book explores the importance of assessing an individual's development level, understanding their competence and commitment, and adapting leadership styles accordingly. Through practical examples, tools, and strategies, readers learn how to diagnose development levels effectively, tailor their leadership approach to meet individual needs, and lead with confidence. Each chapter offers actionable insights, interactive exercises, and reflection questions to help readers apply the concepts in their own leadership practice. Whether you're a seasoned executive or a frontline manager, this book will empower you to become a more effective leader and achieve greater success in leading your team.
Mastering Professional Help Desk Skills A Comprehensive Guide For Customer Service Excellence
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2024-03-11
Mastering Professional Help Desk Skills A Comprehensive Guide For Customer Service Excellence written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-03-11 with Business & Economics categories.
‘Mastering Professional Help Desk Skills: A Comprehensive Guide for Customer Service Excellence.’ is a comprehensive book designed to empower help desk professionals, customer service representatives, and CS Engineers with the essential skills needed for success in personal, telephone, and internet interactions. From the significance of first impressions to the intricacies of complaint handling, the book explores the art of customer service. It emphasizes the human element, going beyond technicalities to cultivate a customer-centric mindset. Readers will discover practical insights, real-world examples, and actionable strategies to enhance their communication, problem-solving, and stress management abilities. Through a structured approach, the book provides tools, action plans, and a commitment to continuous improvement, fostering a culture of excellence. This guide is a roadmap for individuals seeking to not only meet but exceed customer expectations, ultimately contributing to the success of their teams and organizations. The Book covers: Preface Crafting Lasting Impressions in Customer Service The Importance of Customer Service Key Benefits of Providing Excellent Customer Service The Roles, Responsibilities & Functions of a HELP DESK Professional KEY Attributes, Traits and Qualities of Help Desk Professionals Telephone Techniques and Skills Pre-Call Planning and Preparation During the Call: Steps to a Professional Service Call Effective Questioning and Listening Skills Open-ended Questions to get to the Root of Issues in Various Categories of Industries Steps to be a Good Listener Handling Complaints and Angry Customers Resolving Complaints Effectively Empowering Frontline Staff to Resolve Issues Personal (Face to Face) Interaction Ensuring Proper Grooming and Presenting a Professional Image Customer Care Skills Internet Interaction (Email) Professional DO’s & DON’T’s of Emailing Continuous Improvement and Teamwork Coping with Stress in the Service Industry Teamwork in Customer Service Understanding Customer Behavior A Personality Assessment for Customer Service Staff Identifying Different Customer Types Managing Difficult People and Sensitive Situations Understanding Users and Categorizing Them Typical Incident Management Process Implementing a Successful Help Desk Skills Initiative: Action Plan Empowering Help Desk Professionals for Excellence in Customer Service Conclusion: Elevating Your Helpdesk Journey About the Author
The Power Of Value Selling
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2024-03-10
The Power Of Value Selling written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-03-10 with Business & Economics categories.
In ‘The Power of Value Selling’ discover the transformative approach to sales that will revolutionize your success. This book delves deep into the art of selling from the customer's perspective, emphasizing the importance of understanding their needs and delivering value that goes beyond price. Whether you're a seasoned sales professional or new to the field, this guide offers invaluable insights, actionable strategies, and real-world examples to help you excel in today's competitive market. Learn how to build trust, uncover customer’s need & pains, deliver value, negotiate win-win outcomes, and uncover up-selling and cross-selling opportunities that add value and enhance your customer relationships. With practical tips and a step-by-step action plan, ‘The Power of Value Selling’ is your key to unlocking greater sales success and achieving long-term customer loyalty.
The Effective Manager S Guide Key Skills To Thrive
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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2023-09-05
The Effective Manager S Guide Key Skills To Thrive written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-05 with Business & Economics categories.
‘The Effective Manager's Guide: Key Skills to Thrive’ is a comprehensive handbook that equips managers with the essential skills required to excel in today's dynamic business environment. This insightful book explores the 10 critical managerial skills, from leadership and communication to adaptability and time management. Readers will discover the significance of each skill, its practical applications, and real-world examples from successful leaders in the corporate world. With a focus on practicality, this guide offers actionable strategies and action plans for skill development. By delving into this book, managers gain the knowledge and tools necessary to inspire their teams, communicate effectively, make informed decisions, and adapt to change. The result is increased productivity, stronger relationships, and a thriving work environment. ‘The Effective Manager's Guide’ empowers managers to take charge of their professional growth, ultimately driving success for themselves and their organizations.