10Sales Intelligence

Managing the Technical Mind

Someone told me that each equation I included in the bookwould halve the sales.

— Stephen Hawking

In this chapter you’ll learn:

• As the “technical resource,” how to reinforce the right message

• Ways to best interact with your technical resource in the sales call

• What to do if you are technically leading the meeting

• Body language for the professional “rainmaker”

• How to use the “YesState” to manage stressful sales situations

People are stubborn and we all get set in our ways, so it’s no wonder we want to believe some of the popular business psychology that suggests our inclination toward either creativity or organized thinking is decided at birth. You will have no doubt heard time and time ...

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