Making It in High Tech Sales

This book provides a system for understanding and breaking into the swift-paced field of technology sales. Much of the sales profession as we know it has become obsolete in recent years due to the rapid advancements in computers, telecommunications equipment and the Internet. Buyers can now acquire competitive information with the click of a button. Sophisticated market research and broadly dispersed expertise has helped to create products that are more and more alike.

Far from signaling the demise of the art and practice of selling, these changes are the hallmarks of a new and exciting golden age of selling, an age in which the seller is more important than ever. Other books teach the ABCs of selling, but this book stresses the dynamics of problem finding and problem solving eye-to-eye, salesperson to client. Most importantly, it teaches a system that will arm you with the two most important factors you need to succeed: self-confidence and credibility.