{"product_id":"9781462895106","title":"Selling New Technology: Tips, Tactics and Tales from a Technology Sales Person","description":"Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: • Account analysis • Generating leads • Tactics for Selling New Technology • Getting and Conducting Meetings • Proposal Development • Closing business   Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections.       • How to Prioritize Your Time • Average number of sales calls to close a deal for new technology • New Technology – the “Numbers Game” • DUCT  - to make a technical sale • “No’s” are Better than “Maybe’s” • Objections • WIIFM – Hunting for the Maverick • The Opposite of Love is Not Hate • Hunting for Clients • Farming for New-Technology Sales • Dinner and Lunch – Casual Conversations – Schmoozing • Selling to Vice Presidents","brand":"Xlibris Corporation","offers":[{"title":"Default Title","offer_id":47124662386928,"sku":"9781462895106","price":9.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781462895106_p0.jpg?v=1763679538","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781462895106","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}