Preparation Breeds Success

Technical Sales of Customized, Capital, and Engineered Products

by Michael F. Hotchkiss



Book Details

Language : English
Publication Date : 7/21/2014

Format : Softcover
Dimensions : 6x9
Page Count : 142
ISBN : 9781480807723
Format : Hardcover
Dimensions : 6x9
Page Count : 142
ISBN : 9781480807730
Format : E-Book
Dimensions : N/A
Page Count : 142
ISBN : 9781480807747

About the Book

This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research.

Michael F. Hotchkiss believes that’s especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to:

know why your customers buy;

get to know people on a personal level;

research potential customers;

navigate cultural differences;

initiate meaningful conversations.

Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you’re dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference.

While geared for those who sell technical goods, the tips and strategies you’ll learn can be used in other businesses. No matter how many years you’ve been selling, you can do better by applying the methods in Preparation Breeds Success.

About the Author

Michael F. Hotchkiss is a mechanical engineer who has spent most of his professional life marketing and selling capital machinery and engineered products. He lived in Singapore for five years and has gained valuable business and cultural insights by traveling throughout the world. He leads sales and marketing at Interface Devices Inc., which was founded by his father. He lives in New Haven, Connecticut, with his wife, Sue, and three dogs.