Sell Results: What Every Technology Salesperson Needs to Know

Sell Results: What Every Technology Salesperson Needs to Know

by Janice Lawrence


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Sell Results: What Every Technology Salesperson Needs to Know by Janice Lawrence

SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions.
This book explains how to:
- Harness market energy: Be in the right place at the right time
- Build value: Use logic to build emotional commitment
- Sell solutions: Sell business results to the executive
- Compete strategically: Use competitive energy to build customer's sense of value
- Prospect for energy: Learn how to find opportunities and forecast accurately
- Qualify potential: Focus on the deals that will close
- Discover solutions: Build value and sell business solutions
- Propose value: Take control of the sales process
- Close fast: Create momentum and negotiate success

Product Details

ISBN-13: 9780975319918
Publisher: Learning Solutions Press
Publication date: 09/01/2009
Pages: 320
Product dimensions: 6.00(w) x 9.00(h) x 0.67(d)

About the Author

Janice Lawrence is the founding partner of Sell Results,LLC, a sales training company that has advised the technology market for the past two decades. Based on 20 years of working with the legendary technology sales teams of companies, such as Oracle, Cisco, Apple, Sun, GE, Procter & Gamble, Sybase, Unisys, and many more, Janice Lawrence is an expert in what it takes to sell technology solutions.

Janice is also an award winning instructional designer, writer, producer and illustrator. She has a B.A. in English and Fine Arts from Tufts University and an MBA from N.Y.U and advanced business certificates from London Business School and Hautes Etudes Commerciales de Paris.

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