How To Be More Successful Selling Capital Goods

Learn from a long-time and successful sales professional the basic rules of selling capital goods. From the inner attitude to the successful conclusion, you will learn in easy language how you can continuously improve. Use the book as a reference and companion in your daily work and you will significantly increase your success.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

In this book, fifteen prominent scholars of the economy, business, and technology argue that technical change can fruitfully be interpreted as an institutionally structured learning process. These essays show that the analysis of knowledge-generating institutions - including firms, industries, patenting systems, and occupations - provides important insights into the pace, direction, and persistence of technological change. The authors use these insights to both reshape economic theory and reinterpret the economic development of Britain, the USA, Germany and Japan.

This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes that's especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you're dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies you'll learn can be used in other businesses. No matter how many years you've been selling, you can do better by applying the methods in Preparation Breeds Success.