Making the Technical Sale

by James Milbery and Rick Greenwald

Book Overview

Making the Technical Sale explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0966288998
• ISBN13: 9780966288995
• Release Date: March 2001
• Publisher: Muska & Lipman Publishing
• Length: 400 Pages
• Weight: 0.05 lbs.
• Dimensions: 0.9" x 6.0" x 9.1"

Customer Reviews

Excellent Text

An excellent text for Sales Engineers, Product Managers, and related job titles. This book provides a good roadmap to help understand the key aspects of the technical sales process. A chapter on demonstrations offers some basics to help get organized for a new practitioner.

Need to know how to be an SE???

I came to the "Sales Consultant" position from technical engineering background with no sales experience and have found this book very informative and helpful in my new carrier. If you are involved in pre-sales engineering, this book should accompany you as a resource wherever you go. This material is so valuable for sales consultants I quite honestly believe anyone who is in or thinking about getting into sales consulting should read this book!

Essential Reading For Systems Engineers

An easy read which effectively identifies the keys to being successful as a technical consultant / systems engineer within a sales team. It effectively discussed the challenges of professional sales of high-tech products with software content.Of note: - The Technology Life Cycle is discussed, and the roles of the Technical, Economic, and End-User buyers during the cycle. - Objection handling is discussed: Philosophical , Feature, and Benefit objections. - The Seven Deadly Sins are discussed: Lying, Arrogance, Overconfidence, Lack of Organization, Taking the AEs role, Poor Transitions, Letting External Problems intrude.I have encouraged this as recommended reading within my company.

A must have for SE's

I came to the "Sales Consultant" position from consulting, and before that I was a developer. Regardless of the position, if you are involved in pre-sales, this book should accompany you as a resource wherever you go. What has taken me countless trial and error was covered in the first few pages. My only complaint is that I'd like to have seen a summary of the material at te end of each chapter - there's just too much good info in each page to remember it all. This material is so valuable for sales consultants that I'm quite honestly at a loss for words to describe it. So, you're next click should be on the purchase button.

SE's will find this invaluable

I have only read the first four chapters (book in hand as of tonight...) and skipped around to get an over all impression of this text. All in all, I am impressed. While this is not a sales training manual, it focuses on the role of a Sales Consultant as the book calls the position. This is something that is fresh in the sales guide realm. I have personally attended over 1000 hours of sales training, been a sales trainer and sales manager, I chose to move into the role of Sales Consultant because I like playing with all the toys, being a technical authority, and because I like creating vision around products I believe in. Having had a sales background and a career change about 7 years ago into technical fields, I have a passion for selling and technology. I finally have found a book that seems to accurately describe what I do and help me become more effective in my current career. While I may not use every paradigm in the book, I have not found anything in here that I won't use, unlike many other Sales products on the market today. Read this book, if you are a sales person who relies on a pre-sales person, buy it for him or her, you will be the one reaping the rewards. If you are a manager of Pre-Sales, this might be the best tool you have to train new staff. HR folks might be able to use this to define the roles they are trying to fill. Perhaps you might not use everything, but without doubt, if it applies to what you do, you will come away with much more than you might think.