<%= formatdatetime(NOW,1)%>
From the Desk of
Oreste J. D'Aversa
Hasbrouck Heights, New Jersey
Dear
Technology Based Businesses and Sales Professionals:
Are you struggling to
close more business in your technology based company?
Do you have a great
technology product or service but aren't sure how to
let prospects know about you? Are
you frustrated with your current marketing and sales
efforts for your technology based business and looking
for fresh, new and unique ways to promote your
business?
Do you see your
competitors growing and wonder what they are doing to
be so successful (even when you know their product or service
isn't nearly as good as yours)?
Unfortunately, too many technology based businesses and
professionals have strong technical skills, but
don't
know how to attract new clients. This is a common problem
that I hear over and over again.
Frequently, I get calls and emails from technology based
businesses and sales people that express to me, in private, their feelings
of frustration and anxiety in their marketing and sales
efforts. Perhaps there are times when even you feel...
Frustrated with your inability
to attract new clients.
Tired of networking
with little or no results.
Discouraged
because you can't seem to turn interested prospects
into paying clients.
Annoyed because you're not
getting the type or size of deals you had hoped for.
Puzzled as to what marketing
and sales tactics you should be using and how to use
them.
Confused because you are just
starting out and don't know how to get your first
clients.
I've even known a few technology based businesses and sales people
that became so frustrated that they called it quits!
Please don't do
that!
If you...
Would you like to have a technology based business with all
the clients you can handle…
Want to learn how to make qualified
prospects pick up the phone and call you...
Would enjoy picking and
choosing the deals you want to work on...
Are interested in becoming
a well-known and recognized expert in your industry...
Would like to attract
more clients without feeling like a pushy
salesperson...
...then I think you would benefit from what I have to say.
"There
is a Terrible Myth that May Very Well Be Killing Your Technology
Based Business, Even as You Read this Page. You'll See..."
...many technology
based businesses believe that if they have a great technology
product or service that business
will come to them.
Well, you probably do
offer
the best technology product and you probably do offer
great service. You have the best trained employees, the longest
warranties, and the most awards.
But that alone doesn't bring you all the prospects you can
handle... does it?
No! If you don't promote
your business, it will eventually dry up and blow away
- no matter how good your technology product or service is.
That's why I've created the SELL
More Technology NOW! Total Technology Selling System™ and Sales manual.
"Now You Can Give
Your Business The Unfair Advantage, Using Innovative
Marketing and Selling Tactics That Get Results
Fast"
Each SELL More Technology NOW! manual contains well over
200 pages, packed full of proven
technology marketing and sales practices, that will improve
the sales of any technology based product or service.
It doesn't matter if you are a technology provider in the areas of
hardware, software or professional services. What you'll learn in
these manuals will allow you to dominate
any market of your choosing... guaranteed.
"Who Am I and Why Should
You Believe Me?"
My name is Oreste J.
D'Aversa and I have been in the technology
industry for over 20 years and have worked sales
and consulting positions my entire professional life.
I have worked for some of the world's largest technology
companies, such as Computer
Associates, PeopleSoft, and Cyborg Systems, closing
software and professional services deals ranging from the low five
figure to multi-million dollars.
I've also been a Director
of Sales for a start up "dot com" and
understand the challenges
of selling technology based products and services when
you are not a well known name like Microsoft.
I personally continue
to use these technology based marketing and sales strategies
in these manuals. This is not just theory. I know it works because
I use it myself in my own technology based sales consulting
business.
"But You Don't Have to Believe Me. Here's What Other
People Are Saying About Me and My Methods..."
"Great Job!"
"Data Safe Services of
Whippany, New Jersey is a information security solutions
provider that was technically able, but crippled when it came
to the sales process. Utilizing the consulting services
and training materials of SELL More Technology NOW! has
resulted in better planning, execution and measurement of the
sales process. The
low-cost marketing ideas, example templates and processes look
at technology sales from the entire life-cycle. I
personally enjoyed working with Rusty as he is a highly
motivated and business focused consultant. The value is
measured in more sales for my company - Great Job!"
Thomas Brennan,
CEO/President
Data Safe Services - East Hanover, NJ
“Thumbs Up!”
"Your book is exceptional, I’ve personally read
the copy you gave me and it held my interest from beginning to
end as it covered not just a few but all of the formulas needed
to successful prospecting and selling. I would say “Thumbs Up”,
we certainly recommend you as a fantastic speaker. "
Martha
DiMartino, Vice President
LISTnet - Long Island Software and Technology Network - Great
River, NY
"EXCELLENT!"
"EXCELLENT
framework for any technology-focused company
that should consider implementing a scientific approach to
selling as they most surely have in developing their product
portfolio. The tools and examples are critical to success in
selling technology.”
Larry S. Davis,
Senior Partner
Business
Advisers Inc. - Mahwah, NJ
"I was wasting a lot of time..."
"As a physicist and engineer, I was
wasting a lot of time over-cerebralizing the entire sales
process; this was costing my business time, effort and money.
Rusty's straight-shooting and to-the-point teachings shed a
lot of light on the art and science of selling. Rusty has
systemized and packetized selling to the point where anyone
who studies the course materials diligently should see an
improvement in their business."
Michael Fronte, P.E., Principal
Fronte Infrastructure Associates, LLC - Hillsdale, NJ
"...contribute your expertise..."
"VARs are skilled at technology but
often have a difficult time SELLING and packaging their
SOLUTIONS to the needs of their customers. I was very glad to
have you not only as a sponsor at our 7 June 2005, "Marketing
to Small Business for VARs and Technology Consultants"
seminar but also to have you contribute your expertise to the
VARs and consultants in attendance. If more VARs invested in
sales training their businesses would GROW."
Ramon Ray
Editor and Technology Evangelist
SmallBizTechnology.com - Brooklyn, NY
"I would
recommend you..."
"I would recommend you to
anyone who is interested in the potential of significant sales
increases that come from an improved sales process and
monitoring system".
Jim
Neidhardt, Chairman of the Board
Renaissance Executive Forums -
Parsippany, NJ
"Instrumental in our
growth..."
"The services you provided
in the areas of sales, marketing, technology, training and
professional coaching have been instrumental in our growth,
revenue generation and increased productivity of our sales and
marketing organizations"
Michael J.
Monteferrante, CEO
Optima Bus Corporation - Wichita, KS
Here
is what you'll learn in
Volume 1: Selling Technology...
Chapter
1: How to Create a Successful Daily Sales Plan
Plan
your work and work your plan. Studies have shown that those
technology based businesses and sales people that develop and
use a sales plan out-perform those that don’t have a
plan by 30%. You can create a successful plan for your
technology based business in less than a day following this
simple six-step plan.
What
you'll learn in this chapter...
The
six basic components to creating a successful Sales Plan.
The
importance of clearly defining your Objective.
How
Targeting your Market will get you more clients.
Sales
Strategies you must know to be successful selling technology
based solutions.
How
Marketing Activities keep the clients coming.
How
to define and attack Territory to be more productive.
The
importance of using contact management software to
dramatically to increase sales performance.
A
actual Sample Sales Plan used to generate millions of
dollars of technology based sales revenues for a major
technology company.
Sales
Plan Worksheets to help you map out your master sales
strategy.
Chapter
2: Time and Territory Management -
The Key to Unlimited Sales
Productivity
Time
and territory management is critical to your success.
Whether your a large technology based company, a technology
based sales person or consultant, if you "work
smart" on a daily basis your sales will explode
and you will far exceed your sales goals!
What
you'll learn in this chapter...
How
to master your time and effectively increase your sales
productivity.
Understand
the Value of Your Time and identifying money making
activities.
Time
Management Basics that will save you over 10 hours a week.
Daily
Schedule Worksheet to plan your sales activities and
maximize your effectiveness.
The
three critical keys to Territory Management.
My
Territory Monthly Prospect List will help you build more
sales with key accounts.
Six
tips to generate more revenue and manage your Territory
more effectively.
Chapter
3: Understanding Customer Needs -
What Your Customer Really Needs,
Wants and Desire?
By
understanding what customer wants you will find yourself selling
more technology based solutions. Many customers give you
a "symptom" of their problem, you want to get to the
"cause". By doing so you will find yourself
generating even more profits. Always be
"customer-focused" in your sales approach and watch your
sales skyrocket!
What
you'll learn in this chapter...
Three
things that you need to know about how your customer thinks.
The
"must have" Marketing Tool that will give you
the edge over your competition.
How
learning about your Customers Background and Business
Practices will help you generate more technology based
sales.
Knowing
how to analyze your customers problems the critical step
to helping your customers and closing larger deals.
How
to Qualify the Prospect quickly turning a prospect into a
customer effortlessly and without "high pressure"
sales tactics.
Sample
Customer Assessment Tool that will help you
immediately identify the prospects needs. Be viewed as the
expert in your field and close more deals faster!
Chapter
4: How to Tell People Exactly What You Do in 90 Seconds!
The
business world travels at a much faster pace than ever
before. Business people don't have time to understand
your technology based solution. You must tell them in a
clear, concise manner exactly how your offering will be of
superior value to their business.
What
you'll learn in this chapter...
How
to starting Closing the Deal as soon as you meet a
prospect.
Learn
the "must have" business introduction that
guarantees you Network like a professional without stress.
How
to create your own Technology Based Business Value
Proposition that will have prospects asking you for more.
Sample
a Technology Based Business Value Proposition you can use
immediately.
Worksheets
to create your own compelling Technology Based Business Value
Proposition that will guarantee your success.
Chapter
5: How to Fill The Sales Pipeline with Hot Leads!
The
Sales Pipeline is the life's blood of your business. Slow
down the flow of prospects in your sales pipeline and watch your
business slowly grind to a halt! The techniques in this
chapter will keep your pipeline filled with hot prospects!
What
you'll learn in this chapter...
How
the low cost method of "Drip Marketing" can
have your phone ringing off the hook.
"Insider"
tips and techniques about effective Direct Mailing.
How
to write effective Sales Letters so prospects contact
you.
Actual
sample of a Technology Based Sales Letter.
How
to use Email as part of your low cost marketing strategy
to get new customers.
How
to use the Internet as your virtual business storefront
to make money while you sleep.
How
to find more qualified prospects when selling
Person-to-Person.
How
to use Seminars as a low cost sales tool to drive new
customers to your technology based business.
Chapter 6: Easy and
Stress Less Cold Calling Techniques
How
to turn your telephone into a secret weapon that will generate new
clients at a very low cost. Using cold calling with a contact
management system will explode your sales productivity!
What
you'll learn in this chapter...
The
three main benefits of Cold Calling to help you get more
customers.
Six
proven calling strategies use by internationally renowned
technology companies.
Four
Calling tactics to get you more appointments.
How
using Telephone Scripts will make more natural and
relaxed.
A
Sample script that you can duplicate for continued
success.
Create
you own powerful script with the Telemarketing Script
Worksheet.
Telephone
worksheets to help you monitor your progress and improve
your appointment percentage.
Chapter
7: How and Where to Find Good Clients!
Finding
clients is critical to the growth of your business.
There are many hidden "goldmines" where you can
prospect for new clients at little or no cost. You no longer
have to spend a fortune to get a steady flow of well
paying customers.
What
you'll learn in this chapter...
"Insider"
Advertising techniques to improve your response rates by
20% or more.
How
to use Charitable Organizations as a low cost lead
generation tool.
Introduce
your technology based products and services to Chamber
of Commerce members to get more clients.
How
to generate more leads at a Business Networking function.
How
to build strategic alliances and find new clients at Business
Associations.
The
"hidden" gem to find clients in your Local Business
Publications.
How
to get more Referrals and help your business grow much
faster with little effort.
Strategic
Business Alliances will create a no cost lead source.
Unlock
the power of Target Mailing Lists to get more clients.
How
to generate leads at Trade Shows when you do not you have
a booth.
How
to maximize leads at your Trade Show booth with my
proven success system.
Chapter
8: Moving The Deal Faster - You're The Quarter Back
Whether
your the business owner, sales person or a consultant of a
technology based company, when it comes to getting and managing
deals you are in charge. You have to run that deal as
though you are the quarterback of a football team. Strategy,
tactics and "getting it done" is your
responsibility. This is the bottom line when selling
technology! These methods are currently being used by
some of the largest technology companies in the world and you need
to be using them as well to close more deals faster! This
is the "inside track" on selling technology based products and
services. You'll be selling more than your
competitors in no time!
What
you'll learn in this chapter...
How
to understand and use to your advantage the critical "Complex Sale"
when selling
technology based solutions.
Understanding
the "Buying Influences" and how that
information will help you move your technology based deal faster.
Increase
your sales effectiveness and productivity with the Account
Management Form.
How
to use the power of your Headquarters to close more deals
in less time.
The
power of "Executive Bridging" can bring in
deals you thought were unattainable.
Chapter
9: The Sales Deal Blue Print - How To Close Every Deal
A
blue print shows you what needs to be accomplished for a
particular project. You build a house with a blue print, now
you can use a blue print to make your technology sale.
Unleash the power of the Sales Deal Blue Print and
close more deals faster.
What
you'll learn in this chapter...
Clearly
Identify what technology based product and services you
are selling.
Have
all the answers to the "tough" Sales Questions
to close your deal faster.
Know
who your "Buying Influences" are and their
respective roles.
Identify
the prospects Reporting Structure so you know how to
deploy your resources efficiently.
How
to a more effective Sales Strategy to close your deal.
Clearly
define your prospect's Decision Making Process to avoid
missing critical information necessary to close your deal.
You
will have a step-by-step system to perform the necessary tasks
in your sales process - Needs Analysis, Presentation, Signed
Contract, etc.
Identify
"Red
Flag"
issues so
they can be resolved immediately.
Know
your Competition's strengths and weakness so you can plan
your winning strategy.
Chapter
10: The Sales Process -
The Eight Most Important Steps to Close
Every Deal
All
successful businesses have a sales process to close
deals consistently. Having a sales process for your
technology based business will help you close more deals in
much less time.
What
you'll learn in this chapter...
Understanding
the Advantages of Standardizing your Sales Processes and
use them to increase your sales revenues.
How
using a Sales Process can help close deals faster.
How
to use the power of sales reporting as
part of your Standardized Sales Process.
Increase
your closing percentage using Sales Process Guidelines.
How
the Sales Pipeline Report can give critical business
sales intelligence for your business.
Create
your own step-by-step Sales Process with The Sales Process Work Sheet.
Chapter
11: The Sales Process Questionnaire -
Your Secret Weapon to Help
You Maximize Every Opportunity!
Be
viewed as a true technology based sales professional by
conducting a proper needs analysis. The Sales
Processes Questionnaire is an easy to
use tool that will get your "prospect" to
become a new "client" in no time at all! Tools are only good when
you know how to use them. Unlock the power of The Sales
Deal Blueprint with The Sales Process Questionnaire.
What
you'll learn in this chapter...
Have
a systematic approach and process to close more deals
with The Sales Process Questionnaire.
How
to qualify your prospects quickly with the Meaningful Conversation
section.
Determine
what technology based solution your prospect needs, wants and
desires in the Needs
Analysis section.
Be
prepared like a true technology based sales professional using
the Presentation section.
Show
your technology based product or service like a "pro" with the Demonstration
section.
The
Post Demonstration Follow-Up section is critical to move your
deal faster.
In
the Proposal Submission section you will understand your prospect's buying process.
How
to move your prospect to a signed deal using The
Contract Phase section.
An
Example of a Sales Process Questionnaire you can use
immediately.
Chapter
12: Appointment Preparation -
The More Your Know the Faster you
Close
Preparation
is critical when meeting with prospective customers.
Being prepared before you go on a sales call will separate you
from your competition and will ultimately get you the deal.
It is easy to do and takes very little time so blow away other vendors by being prepared for your sales calls.
What
you'll learn in this chapter...
Sales
Call preparation is the key to closing more deals in less
time.
Use
the Sales Call Plan Form to guarantee a professional sales
call every time.
How
having a Sales Call Purpose will give you a laser beam
focus everytime.
Having
specific Sales Objectives will give you detailed tasks to
accomplish when meeting with your prospect.
By
understanding your Prospect's Objectives you will be able
to move the deal faster for a "Win-Win" situation.
You
will have
a Sales Call Strategy to know what you are going to do
once you get in front of your prospect.
Perform
the proper Research for Your Sales Call and your
deal will be half way closed before you even get there.
How
to prepare a Sales Agenda
that will make your meetings more productive and efficient.
How
leaving the right information will move your deal faster.
How
to get the right information to keep your deal moving forward.
A
sample of a Sales Plan Form to be productive immediately.
Chapter
13: Presentations - Less Is More
(How to Be Concise and
On
Point Every Time)
Knowing
how to present your technology based solution is a very
important step to closing the deal. You must present
value in a clear concise manner and move your prospect
closer to the deal.
What
you'll learn in this chapter...
The
importance of Presentation Skills to your sales process.
How
to communicate more effectively with the use of "Presentation Speak".
Seven
basic questions you need to answer in your Presentations.
How
to construct a dynamic PowerPoint presentation.
Tips
for delivering effective technology based presentations.
An
sample of a Presentation Preparation Form.
Chapter
14: Demonstrations -
If People Want to See Apples Don't Show Them
Oranges
Your
prospect is going to want to see your technology based solution
in action before they decide to buy it. If you sell software a demonstration will be required.
For services, your prospect will require references and
a site visit. Either way you
must be prepared so you can win the deal.
What
you'll learn in this chapter...
Techniques
you must know to deliver a dynamic and effective demonstration.
The
thirteen principles you must know to deliver effective
demonstrations.
A
sample of a Demonstration Preparation Form.
The
five reference steps you must use to close to the deal if
you are selling technology based services.
A
sample of the References Form.
Chapter
15: Proposals That Get Attention and Don't Bore People to Death!
You
will need a proposal of your technology based solution.
You must spend
more time selling and less time writing proposals. Learn
how to prepare easy to understand and concise proposals
that get noticed.
What
you'll learn in this chapter...
How
you can get proposals out faster with the Technology
Solutions Proposal Template.
The
nine keys your technology based proposal must have to be
successful.
A
sample of a Technology Based Solutions Proposal.
Chapter
16: Objections!
Are a Good Thing, They Move You Closer to Getting
The Deal
Most
if not all of your technology based sales deals are going to
have objections. Objections are a good thing
because if your prospect did not have any objections or questions
they would not be interested in your technology
based solutions.
What
you'll learn in this chapter...
How
Objections are a good thing to move your deal forward.
Learn
why prospects have Objections and how you can over come them.
The
seven categories of Objections you must know.
Tips
for easily handling objections.
How
to have a Strategic Plan for Handling Objections.
You
will have the answer for every question and be prepared
for every objection before your meeting.
A
Sample of Handling Objections Worksheet.
Chapter
17: The Contract Phase - Negotiate To Win!
Contracts
and negotiations are a necessary part of closing technology
based sales deals. You want to be prepared to a achieve a "Win/Win"
closing with your client so the business relationship starts off
on a positive note.
What
you'll learn in this chapter...
How
to prepare yourself Before the Negotiation.
Dealing
with Pricing Issues During the Negotiation.
Protect
yourself with Service Level Agreements (SLAs).
Simplified
Contract Management.
Seven
tips you must know to conduct "Win/Win" Contract
Negotiations.
A
Sample of a Negotiation Worksheet.
Chapter
18: Understanding and Out Selling Your Competition
Competition
is present in most technology based deals you will be working.
Know how to beat your competition by understanding how they
operate. Some basic research will produce knowledge that will help
you outsell other vendors and make you shine in front of your
prospect.
What
you'll learn in this chapter...
The
eight important questions you need to know about your
competition.
How
using a Competitive Analysis effectively can help you out
maneuver other vendors.
An
Sample of Competitive Analysis Worksheet.
A
Sample Competitive Analysis Worksheet completed used a
technology based product.
Chapter
19: How to Close The Deal and Deliver What you Promise
It's
all about closing the deal and delivering what you promise
to your new client. Closing your prospects for their
business is a natural part of the sales process. Once
you close your deal deliver what you promise and
turn your client into a great reference.
What
you'll learn in this chapter...
How
to spot the Prospect's Buying Signals.
Sample
Buying Signals with Closing Statements.
Three
easy-to-use Closing Techniques.
Delivering
what you promise the key to your success.
Become
the "Trusted Advisor" and become the "go
to" person for your client.
Chapter
20: How to Evaluate and Improve Every Part of Your Sales Process
Evaluating
every deal whether successful or not will be critical to your
long- term success. Learn how to duplicate success and make
adjustments when necessary. This will dramatically
improve your ability to close more deals in less time.
What
you'll learn in this chapter...
How
to evaluate and improve your sales deals.
The
"Win/Loss Report" - your sales tool for
improvement.
A
Sample
of a Win/Loss Report.
"Proven
to be a Critical Asset"
"Your extensive sales
knowledge has proven to be a critical asset as you work with our
clients to define their sales processes. Your consultative and
analytic approach allows you to take complex work flows and
break them down into simple procedures that can be easily taught
and implemented. Your combined knowledge of the training process
and technology make our training sessions very productive and
engaging."
Jean Pierre
Benatar, Principal
Auric
Technology, LLC - New York, NY
What You Will
Receive ...
A Three ring binder with 347 pages
of proven methods and practices to increase your marketing and
sales productivity with compartments to safely store
and carry your CD-ROM library.
10
CD-ROMS with
over 8 hours of solid content to
re-enforce the knowledge you have accumulated also
useful to prepare for sales calls in your car ("portable
classroom"). Don't have time to read, learn and
absorb the material in the comfort of your home, car or
office.
Bonuses
(valued over $400) (see below) with your purchase
giving you immediate value with your purchase.
This entire program is valued at over $680 for a limited time only is
being sold at $299.
