How to Sell High Tech Solutions

Written by Amy Fox

Continued from page 1

Turnrepparttar Tone from an Interview to a Conversation Instead of assuming knowledge ofrepparttar 127188 client’s needs, I recommend a salesperson beginrepparttar 127189 first meeting by askingrepparttar 127190 client about their expectations. I also advise them to cancelrepparttar 127191 list of leading questions. Replace this with a list of resultsrepparttar 127192 client desires and their potential business challenges. Shiftingrepparttar 127193 focus fromrepparttar 127194 salesperson torepparttar 127195 client will changerepparttar 127196 tone ofrepparttar 127197 meeting from an interview to a conversation. Askrepparttar 127198 Right Questions The art of selling is still about asking good questions. They simply must be framed with a different purpose. Try building in questions that putrepparttar 127199 client inrepparttar 127200 driver’s seat. For example, ‘What would you like to learn more about?’ or “How can I help resolve these issues?’ These questions can generate a host of answers that relate back torepparttar 127201 product andrepparttar 127202 solutions technology offers. Shortened presentations that focus on companies’ capabilities and how to expand them through technology help close deals. Info dumps are a bore and can even damagerepparttar 127203 sale process becauserepparttar 127204 customer is not engaged. If high tech salespeople lose themselves in toutingrepparttar 127205 capabilities ofrepparttar 127206 product, they lose their most distinguishing feature – themselves

Amy Fox has designed and delivered sales training for Fortune 500 telecommunications and technology firms for companies such as Global Crossing Telecommunications, Cincinnati Bell, and Trivantis. Ms. Fox has taught M.B. A. courses at Xavier University on creating a coaching culture. Amy Fox founded Accelerated Business Results in 2003.

Price your eBook to Sell Well

Written by Judy Cullins

Continued from page 1

3. Know that eBooks bring as big a price as print books. Don't under price yours. Assign itrepparttar highest price you feel your audience can afford. If you don't sell many (remember to sell many you need to promote your books Online and on Web sites) try a lower price. Always start withrepparttar 127187 highest price.

4. Rethink your title to sell more books. Make it short and compelling, but be sure to make it clear. Three-six words will sell better than a really long title, although there are exceptions.

One eBook "High Traffic=High Web Sales" sells better than "How to Dramatically Increase your Web Traffic and Sales."

5. Know that "how-to" books bring a larger price than a story.

6. Price your personal growth and health books lower thanrepparttar 127188 specific how-to books. Shorter eBooks such as 10-30 pages will easily go for $7.95 to $12.95. Longer ones can go for $15.95. This audience is huge, but your book has far more competition in this group. Think Chicken Soup forrepparttar 127189 Soul series, selling over 70 million.

7. Promote your eBook Online to catchrepparttar 127190 Online business people. Reach 1000's, even hundreds of thousands each day you submit a related article. They want all kinds of books. Learn how to sell more books by learning this kind of promotion.

Apply these tips to your print books too. You can make 1/4 to 1/2 your income from book sales ifrepparttar 127191 price is right.

Judy Cullins: 20-year author, speaker, book coach Helps entrepreneurs manifest their book and web dreams eBk: "Ten Non-techie Ways to Market Your Book Online" To receive FREE "The Book Coach Says..." go to Ph:619/466/0622

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