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Title: Making the Technical Sale by Rick Greenwald, Jim Milbery, James F. Milbery, Richard E. Greenwald ISBN: 0-9662889-9-8 Publisher: Muska & Lipman Pub Pub. Date: 01 March, 2001 Format: Paperback Volumes: 1 List Price(USD): $34.95

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Average Customer Rating: 4.5 (4 reviews)

Rating: 3
Summary: Expected More
Comment: Based on the reviews, I expected more. If you want a checklist of the most rudimentary things a sales consultant or S.E. should know - this is a good source. While I doubt anyone could argue with any of the things the authors say, most of what they say is so obvious and non-debatable that the question is - was it worth saying?

Rating: 5
Summary: Essential Reading For Systems Engineers
Comment: An easy read which effectively identifies the keys to being successful as a technical consultant / systems engineer within a sales team. It effectively discussed the challenges of professional sales of high-tech products with software content.

Of note:
- The Technology Life Cycle is discussed, and the roles of the Technical, Economic, and End-User buyers during the cycle.
- Objection handling is discussed: Philosophical , Feature, and Benefit objections.
- The Seven Deadly Sins are discussed: Lying, Arrogance, Overconfidence, Lack of Organization, Taking the AEs role, Poor Transitions, Letting External Problems intrude.

I have encouraged this as recommended reading within my company.

Rating: 5
Summary: A must have for SE's
Comment: I came to the "Sales Consultant" position from consulting, and before that I was a developer. Regardless of the position, if you are involved in pre-sales, this book should accompany you as a resource wherever you go. What has taken me countless trial and error was covered in the first few pages. My only complaint is that I'd like to have seen a summary of the material at te end of each chapter - there's just too much good info in each page to remember it all. This material is so valuable for sales consultants that I'm quite honestly at a loss for words to describe it. So, you're next click should be on the purchase button.

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