Fee Download Selling Technology the Sandler Way: Finding Technical Solutions That Win Long-Term Business Relationships, by Rich Chiarello
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Selling Technology the Sandler Way: Finding Technical Solutions That Win Long-Term Business Relationships, by Rich Chiarello
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You must find a big problem within a big account in order to extract big dollars In SELLING TECHNOLOGY THE SANDLER WAY, Rich Chiarello offers sales teams tasked with selling technical solutions a proven program for success, based on the Sandler Selling System. He shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves – and how to create a joint project plan that delivers value for both buyer and seller.
- Sales Rank: #527638 in eBooks
- Published on: 2015-04-08
- Released on: 2015-04-08
- Format: Kindle eBook
Most helpful customer reviews
3 of 3 people found the following review helpful.
Sales is just as much an art and science as technology, this book gives you the guidelines and tools of both
By Koby Bryan
Although the book references a selling method (Sandler), it does a good job of speaking very directly to the problems faced by all vendors selling technology without losing the reader. If you work in any sort of technology company and have personal contact with clients, guess what - you are selling. Even if you are not "closing" in the traditional sense of sales, you are selling your viewpoint and ideas to someone; and there are unique problems in technology. The points made in this book are illustrated in practice by anecdotal stories so you know its not just theory, and does a great job of putting you in control of the process, understanding the boundaries, and giving you a system with goals so you know where you should be spending your focus and time. Sales is just as much an art and science as technology, and this book gives you the guidelines and tools of both so you can immediately put the concepts to work.
1 of 1 people found the following review helpful.
Exceptioanl Instructional Book for Guiding the Process in Camplex Sales Campaigns...by Bud Suse
By Bud Suse
Chiarello's book is a superb tutorial for sales people who are engaged in complex sales campaigns. His book should be read by anyone connected to the complex sales process, whether sales person, applications engineer, sales manager...CEO, too. Outstanding insight to complex sales campaign management...5 Stars!!!
1 of 1 people found the following review helpful.
Four Stars
By JAG
It works
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