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Imagine walking into board rooms, welcomed by those waiting to see you – they’ve invited you to participate in their strategic planning sessions as they discuss a merger, or perhaps the consolidation of multiple data centers…
This can happen – it’s called advising. Executives at every level of business surround themselves with advisers – they have legal advisers, financial advisers, health advisers, and more – but who is advising them on technology? Most don’t have a source for good advice, and those they have looked to in the past have too often turned out to be vendors looking for a quick product deal…sales can be fun again, as you adopt the skills of high-priced consultants, adding them to your sales process.
“I’ve spent a lifetime writing this book for sales and marketing professionals like you. I’ve wasted too many meetings, written too many proposals, and been beaten down on price too many times”…do you ever feel like this?
- You’ve spent months working on this deal, and finally the buyer is ready – only now it must go to purchasing. What if you could avoid this trip down the hall of major discounts? Or, if you must go, wouldn’t it be great to have a handle on the negotiation tactics this person will use on you? They are in this book!
- Have you been invited to a board room meeting to present, and wondered why nobody is listening? You know your solutions work, yet the people before you just don’t seem to be responding. I’ve included pages of insights on how to grab your audience’s attention – this is one of the areas most sale trainers know nothing about – no wonder they leave it out of most sales training.
- You are on your way to a networking event – armed with cards, and ready to collect cards. But you lack the confidence you need to follow up – simply because these people don’t seem to need what you are selling right now. Wouldn’t it be great to hear how business is created – how companies like yours have moved non-technical managers from not seeing the need, to urgently needing something you do?
- You’ve done so many lunch & learns – they sound great, but you just don’t see any return. Wouldn’t it be great to read how companies like yours have closed 75% of their audences right there – on the spot? I have the formula spelled out clearly in this book!
If any of this sounds familiar – I have good news. This book is not about theory or traditional sales tactics revisited. It contains over twenty years of practical business experience, in both large and small accounts. It’s technology specific – that means I am not writing about selling vacuums, kitchen knives, or other unrelated products. My experience, both as a technology provider, and as a consultant in my current business, is based on selling the same high-tech solutions you sell; Networks, servers, storage, applications, and security. If you sell anything on this list, you are looking at one of the few books specific to what you do!