Making the Technical Sale: Real World Training for the Successful Sales Consultant

Rick Greenwald



The technical sales professional fills a valuable role in the sales cycle of a software product. This book discusses how technical sales is different from general sales, details the full range of skills needed by technical sales professionals, illuminates the typical tasks technical sales professionals handle, and explores the role these people play on the sales team. It covers basics such as presentation skills, working in a team, and time management; specifics such as creating and delivering demos, working with groups of prospects, handling objections, and competitive positioning; and the overall technical sales cycle. Sales and project managers, consultants, and technical sales professionals will benefit from the depth of training offered in this book.

What will you learn from this book

  1. Understanding Technical Products: The book may emphasize the importance of a deep understanding of technical products or services for successful sales consulting.

  2. Effective Communication: Insights into communicating technical information in a way that is clear, concise, and understandable to non-technical stakeholders.

  3. Needs Analysis: Expect discussions on conducting thorough needs analyses to identify how technical solutions align with the specific requirements of clients.

  4. Building Trust: The book might stress the significance of building trust with clients by demonstrating expertise, reliability, and a commitment to their success.

  5. Customization and Personalization: Insights into tailoring technical solutions to meet the unique needs and challenges of each client, emphasizing a personalized approach.

  6. Handling Objections: Expect guidance on addressing common objections in technical sales, providing strategies for overcoming resistance and turning challenges into opportunities.

  7. Team Collaboration: The book may discuss the importance of collaboration between technical and sales teams, fostering a cohesive and coordinated approach to client interactions.

  8. Leveraging Technology: Insights into how sales consultants can leverage technology to enhance their sales process, from presentations to demonstrations and follow-ups.

  9. Continuous Learning: The authors might encourage a commitment to continuous learning in the rapidly evolving technical landscape, staying updated on industry trends and emerging technologies.

  10. Metrics and Measurement: Expect discussions on key performance indicators (KPIs) and metrics to measure the success of technical sales efforts, allowing for data-driven decision-making and improvements.

Language English
ISBN-10 0966288998
ISBN-13 9780966288995
No of pages 385
Font Size Medium
Book Publisher Muska & Lipman Publishing
Published Date 01 Mar 2001

About Author

Author : Rick Greenwald

1 Books

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