Many companies are looking to improve upon speed, security, and accessibility of business technologies, especially satellite and broadband connections to internet. While customers are becoming more savvy, many don’t speak ‘tech-ese,’ and they still are baffled by terms such as routers, IPSEC, T-1s, WIFI, and broadband. While these buyers may have a genuine interest and need for products they investigate, more often than not their sales experience ends up a frustrating and confusing one.

Don't Talk Tech! Salespeople are often caught in hype for their own products. It’s easy to lose touch with a client’s perspective with this approach. The other major blunder a tech salesperson may make is their need to be perceived as experts in their field. Talking tech to point of no return does not usually yield a promising sale. How does one handle tendency in tech sales to “show up and throw up?” It is critical to address ineffective sales approaches in tech market, because these mistakes are often most significant barriers to high performance.

Communicate Don't Baffle Bringing human side to selling high tech products is not easy, but it must enter into equation or else a salesperson’s success is at risk. Communicating with clients, not baffling them, is key to building long-term relationships. Technology is evolving, and customer needs to become aware of new technology and not be intimidated by it.

Q. The big question asked me in teleclasses or client sessions is "How should I price my eBook?

A. The big answer is "it depends."

Here's seven tips to help:

1. Determine your audience's need and demand for your book. If your book solves a particular problem for a preferred audience, it will sell well at any price. When you know your 30-60 second "Tell and Sell," you'll be more likely to know a proper price.

Let's say you have a book "Stop Divorce Now." Your tell and sell includes "Helps nearly divorced audience, both men and women." That audience gives your book a slant, and makes it more valuable. In "Tell and Sell" you must also include benefits your book brings its audience. The top benefit of this book is that it stops divorce now.

No matter number of pages, anywhere from 15-99, this kind of book will bring a healthy price. Maybe $39.95, maybe more.

2. Sell to your "wants it short, easy, and cheap to yield big profits audience. You can charge more than some general information book aimed at a general audience.

The 8 and 1/2 by 11" forty-page book "Write Your eBook or Other Short Book--Fast!" loaded with how to's and which specific steps to do first, along with hundreds of Web and email resources is well worth list price of $24.95. The author puts it on discount several times a year for only $18.95, but it sells well at $24.95.