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Are You Ready to Sell?: B2B industrial buyers operate in a world of fast changing needs. You must change even faster to win orders. Here's how! Paperback – January 14, 2011


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Product Details

  • Paperback: 280 pages
  • Publisher: AuthorHouse (January 14, 2011)
  • Language: English
  • ISBN-10: 145671063X
  • ISBN-13: 978-1456710637
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 7.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Best Sellers Rank: #4,326,979 in Books (See Top 100 in Books)

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1 of 1 people found the following review helpful By Nick Bloom on February 15, 2011
Format: Paperback
Don't buy this book if you're looking for an easy read. "Are You Ready to Sell?" provides an in-depth analysis of the key components that influence the sale of sophisticated technical products and services. Mastering effective technical B2B sales takes a lot of hard work and time. Having sold sophisticated machine tools and automated metalworking systems for over 20 years, I know that successfully selling technical solutions can be complicated. Even good sales people will overlook or underestimate one or more of the critical phases of the selling process. As you pursue each sale, use the charts and checklists in the book to help you maintain GPS-like control of the overall selling process. Each chapter concludes with "Key Points" that helped me retain the most important information. If you read and use Mike's book it will help you stick to a disciplined strategy that will enable better use of your time and will likely be the reason you close more, higher margin sales.
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If you are in the business of selling technical equipment or products to other businesses, individuals or buying teams, Mike's years of knowledge will definitely benefit you. The best part is now Mike has put his years of experience in this book to provide a structured guide for you to use. I have enjoyed a 20+ year career in selling high technology machine tools and I am always looking for new and better ways to do what I do. In his book, Mike provides numerous ideas that I can implement immediately and I am confident will insure my continued success. Mike's book is written in a very structured, systematic manner (just like a technical sales process) and each chapter includes a list of key points that you can refer back to for a refresh. If you want to increase your effectiveness and success in B2B sales, do yourself a favor and read this book... Then put Mike's knowledge to work for you.
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