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

Part I: Who and What Chapter 1 - Welcome to the Club Chapter 2 - Your Team Part II: Technical Sales Chapter 3 - Understanding the Sales Process Chapter 4 - Understanding the Psychology of the Buyer Part III: Sales Consultant Basics Chapter 5 - First Principals Chapter 6 - Working with the Public Chapter 7 - Feature Benefit Selling Chapter 8 - Mastering Your Solution Chapter 9 - Qualification and Planning for Presentations and Demonstrations Chapter 10 - Making Effective Technical Sales Presentations Chapter 11 - Delivering Product Demonstrations Chapter 12 - Managing Evaluations Chapter 13 - Objection Handling Chapter 14 - The Technology Adoption Lifecycle Chapter 15 - RFIs and RFQs Part IV: Advanced Techniques and Peripheral Skills Chapter 16 - Working the Installed Base and Alternative Sales Channels Chapter 17 - Working the Competition Chapter 18 - The Eight Worst Types of Prospects Chapter 19 - The Secend Deadly Sins of SCs Chapter 20 - Productivity Enhancers Chapter 21 - The Ideal Sales Cycle - A Sample Case Part V: Wrapping Up Chapter 22 - Your FutureMilbery, James F. is the author of 'Making the Technical Sale Real-World Training for the Successful Sales Consultant' with ISBN 9780966288995 and ISBN 0966288998.