Selling High-tech Products and Services

advantages agreement answering objections avoid batting average benefits bubble memory buy your products buyer's remorse buyers buying signals buying window close the sale closing sales closing technique cold calls Compal company and products company's competitors Cool leads credibility decision demonstration effective empathy example Figure File follow-up friends and associates he/she high-tech sales hot buttons Hot List identified important include the following industry interested Lead Card look mailing marketing negative novice sales offer Once opportunity paperwork pects personal computer phone calls positive prerequisites presentation problem proof pros purchase ready to buy reasons refer business rejection relationship response sales army Sales Cycle sales manager sales person sales professionals selling high-tech products seminar step successful sales Sun Tzu sure tangible target telemarketing tell tion trade shows trial close typically understand word processing