Team Selling
Think about the last presentation or demo that you did. What value did you add, what problems did you help your customer solve? Prospects demand value. They can learn all about your products on the web; your value-add is what makes them want you. Fail to provide value and you’ll most likely lose to the [...]
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Why are your prices so high.. Why is the interface so slow… Why can’t you do it, your competition can… –typical day in the life of a salesperson Handling questions is a critical selling skill. In every sales presentation or demonstration, some questions will be hostile, pointed or negative. How you handle these tough questions [...]
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Ever done a trade show and wished that you and your team had uncovered more hot prospects, set up more post-show appointments and done more effective demos? If this sounds familiar, you’ll want to read this step-by-step guide to trade show success through better demos. Qualify prospects Trade show demos are a perfect time to [...]
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Selling Complex products and services is different from selling to consumers or simple transactional/commodity sales for the following reasons: The dollars involved are higher The sales cycle is much longer Multiple people are involved in the decision The flowchart to the left is an example of the typical B2B sales process used to sell technical [...]
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