Technical Sales Fundamentals

Why the technician who answers the question loses the job

A production manager asks what a system will cost. The technician who knows the answer gives it, and loses. The one who asks what the room is, what went wrong last year and who is in the audience wins work worth four times as much, and is not a better salesperson: they simply did the phases in order.

Inside: What Technical Sales Is - The Seven Phases - The Opening - The Sales Cycle - Discovery: Understanding the Need - Questions as the Instrument - The Demonstration - Proposing & Quoting - Objections - Negotiation - Closing - Closing & Building Relationships - Where to Go Next.