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Overview
In this new book, author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable. KeyFeatures:
• Learn how to respond to tough situations
• Learn how to best manage time
• Learn how to close the sale
• Learn how to impress customers
• Learn how to prospect for new business
• Learn how to strike responsive chords
• Learn how to send out the right signals so the right signals come back
Synopsis
With an emphasis on product knowledge, this guide for sales professionals offers practical advice for mastering the challenges of industrial sales. Drawing upon decades of experience in the energy industry, Hutton (Compressor Engineering Corporation) presents 64 short chapters addressing various aspects of business-to-business sales. Each stage of the sale is covered, from researching the competition through making the pitch, closing the deal, and following-up with customers. The volume (which lacks bibliographical references and an index) concludes with a list of sales "dos & don'ts." Annotation © 2006 Book News, Inc., Portland, OR