How to Sell Technical Services and Equipment

Description

In this new book, author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success.
Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable. Key Features: Learn how to respond to tough situations/ Learn how to best manage time/ Learn how to close the sale/ Learn how to impress customers/ Learn how to prospect for new business/ Learn how to strike responsive chords/ Learn how to send out the right signals so the right signals come back.

• Know the Products
• Know the Competitors…
• Know the Customers
• An Insatiable Desire to Obtain Orders
• Empathy
• Avoid High-Pressure Tactics
• Send Out the Right Signals
• Whether or Not to Bid…
• Game Plans for Large Projects
• Inquiries and Quotations
• Maintain and Use Sales Kits
• New Products or Customers
• Sell to Other Divisions in the Company
• Make Appointments
• Keep Customer Records
• Early Meetings with Customers
• Telephone Calls
• Do Not Play Games
• Do Not Make Enemies
• Always Keep Promises
• Do Not Take Customers for Granted
• Know the Industry
• Sell In-Depth
• Do Not Overlook Consultants
• Business Attire
• Entertain Customers
• Get Along with Colleagues
• The Initial Response Can Be Decisive
• Identify the Real Decision Makers
• Sales Presentations
• Demonstrate the Products & Facilities
• Sales Letters
• Strike a Responsive Chord
• Respect the Chain of Command
• Avoid Cutting Corners
• Solicit Help from Others
• Avoid Aggression and Condescension
• In the Customer’s Office
• Protect the Home Office People
• Gather Intelligence and Feedback…
• Be Careful in Making Assumptions
• Overcome Objections
• Get the Supervisors Involved
• Seize Sales Opportunities
• Practice Discretion
• How to Know When to Stop Selling
• Close the Sale
• Report the Status of Active Jobs
• Ask Questions
• Be a Good Listener
• Obtain Performance Feedback
• After Obtaining an Order
• After Losing an Order
• Avoid Misunderstandings
• Obey the Rules
• Be Available to Customers
• Do Not Shirk Responsibility
• Keep in Touch
• Get the Next Order
• Utilize Time Effectively
• Keep Up with Paperwork
• Tough or Unpleasant Customers
• Resurrect an Account
• Resolve Equipment Problems

Additional information