{"product_id":"sell-results-janice-lawrence-9780975319918","title":"Sell Results: What Every Technology Salesperson Needs to Know","description":"SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: - Harness market energy: Be in the right place at the right time - Build value: Use logic to build emotional commitment - Sell solutions: Sell business results to the executive - Compete strategically: Use competitive energy to build customer's sense of value - Prospect for energy: Learn how to find opportunities and forecast accurately - Qualify potential: Focus on the deals that will close - Discover solutions: Build value and sell business solutions - Propose value: Take control of the sales process - Close fast: Create momentum and negotiate success\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Janice Lawrence\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0975319914\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780975319918\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Learning Solutions Press\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 09\/01\/2009\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 320\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.95lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.02h x 5.98w x 0.67d","brand":"Janice Lawrence","offers":[{"title":"Paperback","offer_id":48443757428991,"sku":"9780975319918","price":25.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_d385af7e-f0f3-48ca-8ed4-34f5a7b61c77.jpg?v=1777207638","url":"https:\/\/www.whiterainbookhouse.com\/products\/sell-results-janice-lawrence-9780975319918","provider":"WR Book House","version":"1.0","type":"link"}