{"product_id":"9781480807747","title":"Preparation Breeds Success: Technical Sales of Customized, Capital, and Engineered Products","description":"\u003cp\u003eThis guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research.\u003c\/p\u003e  \u003cp\u003eMichael F. Hotchkiss believes that’s especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to:\u003c\/p\u003e  \u003cp\u003eknow why your customers buy;\u003c\/p\u003e  \u003cp\u003eget to know people on a personal level;\u003c\/p\u003e  \u003cp\u003eresearch potential customers;\u003c\/p\u003e  \u003cp\u003enavigate cultural differences;\u003c\/p\u003e  \u003cp\u003einitiate meaningful conversations.\u003c\/p\u003e  \u003cp\u003eSelling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you’re dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference.\u003c\/p\u003e  \u003cp\u003eWhile geared for those who sell technical goods, the tips and strategies you’ll learn can be used in other businesses. No matter how many years you’ve been selling, you can do better by applying the methods in Preparation Breeds Success.\u003c\/p\u003e","brand":"Archway Publishing","offers":[{"title":"Default Title","offer_id":47169653571824,"sku":"9781480807747","price":3.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781480807747_p0.jpg?v=1763620324","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781480807747","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}