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Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: • Account analysis • Generating leads • Tactics for Selling New Technology • Getting and Conducting Meetings • Proposal Development • Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. • How to Prioritize Your Time • Average number of sales calls to close a deal for new technology • New Technology – the “Numbers Game” • DUCT - to make a technical sale • “No’s” are Better than “Maybe’s” • Objections • WIIFM – Hunting for the Maverick • The Opposite of Love is Not Hate • Hunting for Clients • Farming for New-Technology Sales • Dinner and Lunch – Casual Conversations – Schmoozing • Selling to Vice Presidents

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