BIG SALES
Selling capital equipment
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BIG SALES
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Narrated by:
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Virtual Voice
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By:
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Gordon Clark
This title uses virtual voice narration
The way I sold high pricetag equipment
“Winning a big project was always – and I say again, always – a thrill!”
‘Big Sales’ is a quick guide to what I think is needed to prepare a sales person to take on the ultra-competitive world of capital equipment sales. It is not a ‘quick fix’ or a ‘100% winning formula’ – they simply don’t exist, and if they did, someone would have turned them into a computer algorithm and sales people wouldn’t be needed anymore!
The handbook is more about what you need to understand to be successful in sales, a guide to what you will encounter out there in the market. It is split into two main areas, one a set of tools that you need to bring to the party, things that you can study and learn, and a second part that is more about developing yourself. It ends with a Q & A section.
I spent 28 years involved in the sale of heavy equipment. Many think that I was fairly successful, so I hope my few ‘tips’ might help point others in the right direction.
Hope that you all enjoy it!