Mastering Technical Sales: The Sales Engineer’s Handbook

Take your career to new heights by adding powerhouse sales and presentation skills to your technical background. This newly revised and expanded edition of Mastering Technical Sales: The Sales Engineer’s Handbook offers invaluable insights and tips for every stage of the selling process, explained step-by-step by a pair of technical sales pros with decades of eye-popping, industry-giant success under their belt. The second edition features nearly 40% new material, including how to make the most of Webcasts and remote demonstrations, how to give impressive “snap” demonstrations, and how to use CRM/SFA systems effectively. This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more — including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.