"How to Sell Technology and Professional Services to Management Success Kit"

IT Sales Methods Proven Worldwide . . . Guaranteed to Work!

If you are seeking a proven step-by-step revenue capture model on how to sell IT, software or professional services to management, then this success kit is for you.

The Value Forward IT sales method has been tested and refined on over 20,000 IT salespeople worldwide and give you specific action steps you need to implement to sell more.

This step-by-step sales training course includes:

How to Cold Call Management, Create Value Up Front and Set Up Your First Appointment

• Why should a senior executive talk with you and how to create value over the phone

• Finding clients and penetrating their no-talk zone

• Developing your sales value proposition that puts your business value in front of you

• Management telemarketing do's and don'ts that most salespeople don't know

• 9 steps to build tactical telemarketing scripts that work with management

• How to manage gatekeepers

• OK you got through - Now what do you say?

• How to set up your first in-person appointment, qualify the prospect and prove to them that you are an industry specialist

• How to create executive language so prospects see you as a peer instead of a vendor

• The three business drivers that force management to buy and how to use them as selling tools

How to Give a Demo, Executive Briefing, or Webinar to Management and Win Deals

• Why most executive presentation teams fail before they walk in the door

• Learn how to prep for an executive briefing to increase your team collaboration

• Discover how to use the 3-Box Monty to sell management

• Develop overhead presentations that keep executives awake

• Use experiential communication techniques to increase your sales success

• Paint business value for the invisible audience of webinars

• 5 reasons why most webinars fail and how to prevent it

• Drive prospect participation during a webinar

• Use executive room dynamics to make sure your executive briefing prospects are qualified buyers

How to Handle Sales Objections, Improve Your Negotiating Skills, and Close More Deals

• Top 10 sales objections heard by account executives and how to handle each

• How to use psychological ROI

• Using the 7 “invisible value” techniques to make management buy

• How to negotiate from value not from win/win

• The six types of competitors and how to deal with them

• How to negotiate with senior executives once they say no

• How to use premeditated concessions to win more deals

• Using emotion management as a tool to close

• Tactical and strategic steps to use when negotiating

• It's not always what you say; it's what they hear

• Understanding the study of enneagram personality concepts to sell more

• Assumptive negotiating methods to use with executives

How to Sell Key Accounts and Set Up a Pursuit Sales Team

• How to increase your key account sales with the Success Pyramid territory management method

• Penetrating your key account based on the Spider Method

• How to use the Major Account Action Plan wheel (see below) to sell decision makers and influencers at the same time

• Nine ways to use parallel imaging models to sell more

• How to deploy Psychological ROI techniques with senior management teams

• How to communicate value to major account buyers based on their business needs

• Understanding the 4 types of personalities that hold you back from selling senior management

• Discover how to use Consequence Management as a tool to drive action steps by prospects to buy

How to Sell Technology and Services integrates sales, marketing and strategy into one professional peer-to-peer sales approach that maximizes your company’s value communication to management and drives prospects to take action steps with you to buy. During the last 9 years, we have trained over 30,000 people to use this method in over 100 countries.

If you are seeking to increase your personal sales success individually or your company as a whole in today’s turbulent economic conditions – then the Value Forward Sales method is for you.

Pay only $497 today and get the only IT sales success course available developed specifically for the High Tech industry.

Invest in your success and hit your income goals as a top salesperson.

The How to Sell Technology and Services text book is designed specifically for account managers. This text book is designed to teach sales reps who sell to Fortune 1000 senior management and presidents of small businesses, how to find, propose, and close deals. New in the technology edition:

• More information on selling to key accounts

• How to manage sales objections

• How to use storytelling to close more deals

• How to use "value forward selling" techniques to shorten your sales cycle

• Extensive information on negotiating with senior management

• How to manage your sales cycle more effectively

• How to become a better sales professional through post-sale followup

...and much more. Over 400 pages of information in this new publication. Available only in this success kit.

Chapter 1 Understanding Management Prospects

Who Are You and Why Should Management Buy From You?
Why You Should Focus All of Your Energies on Selling to Management Only
Who Is Considered To Be Management?
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More Often
Selling to Management is a Premeditated Sport

Chapter 2 Developing Your Sales Value Proposition

How to Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)?
Why Do You Need a Sales Value Proposition?
How to Become a Pain Management Specialist and Sell More
How to Develop Your Sales Value Proposition

Chapter 3 Finding Management and Penetrating the No-Talk Zone

What Is Parallel Imaging?
How to Develop a Senior Executive Dictionary to Communicate Like a Peer

Chapter 4 Generating Leads: Marketing to Management

Why Most Marketing Materials and Methods Fail to Generate Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten Your Sales Cycle?
How to Use Channel Partners and Networking to Build Your Pipeline
How to Use the Touch Management Program To Communicate With Your Prospects

Chapter 5 Generating Leads: Cold Calling Management

The Goal of Cold Calling
How to Develop Your Telemarketing Script
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers

Chapter 6 Meeting the Prospect for the First Time

What to Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up

Chapter 7 Presenting to Prospects – The Executive Briefing

What to Expect During the Executive Briefings/Discovery Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ Executive Presentation
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations
Using Portfolio Presentations

Chapter 8 Preparing a Management Proposal That Works

Management Proposal Basics
Executive Proposal Pitch
Psychological ROI
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format

Chapter 9 Negotiating With Management

Who Should You Negotiate With?
What Should You Negotiate?
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When Negotiating
Seven Questions You Must Answer to Close Any Deal

Chapter 10 Selling to Targeted Key or Major Accounts

Mapping Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same Time
Using the Pursuit Sales Team Model to Increase Key Account Revenue

Chapter 11 Managing Your Sales Cycle and Forecasting

SAP and MAP Management
Date Management Plan
How to Develop a Date Management Plan

Chapter 12 Managing Sales Objections

Moving a Stalled Deal Forward
Managing the Prospect’s Perception of Risk

Chapter 13 Using Storytelling as a Business Sales Tool

Building Your Executive Storytelling Format
Personalizing Your Business Story

Chapter 14 Managing Your Competition

It’s Not Who You Are—It’s Who You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition

Chapter 15 Following Up After the Sale

Developing a Relationship with Your Client
Action Steps to Take After the First Sale

Chapter 16 Making a Difference with Business Ethics

Understanding Why Ethics Is Important
Responsibility of the Buyer

 

Three Month 100% Money-Back Guarantee

If you are looking to increase your IT sales success using proven business models, then this program is designed for you.

To your IT success,

Paul R. DiModica
CEO
Value Forward Group
770-632-7647

"Yes Paul, I want to sell more technology and services now!

Please RUSH me a copy of the How to Sell Technology and Professional Services to Management. I understand that I am protected by your iron-clad 100% "I Can't Lose" guarantee.

Take three months to learn and implement our success kit. If you aren't happy for any reason, simply return it and we'll give you a refund. No problems, no issues. That should give you plenty of time to review the contents and start putting into action our methods, strategies, tactics, and techniques to increase your sales team's success and improve your firm's efficiency.

In IT, it's . . .
Hunt now, or be eaten later!