{ "item_title" : "The Long Cycle", "item_author" : [" Scott Johnson "], "item_description" : "Some HVAC deals take a year to close. Here is how to win them. The largest commercial and industrial HVAC opportunities - the central-plant retrofits, the multi-building controls upgrades, the six-figure service agreements - are never won on price. They are won over months of discovery, trust, and disciplined pursuit, in rooms full of engineers, facility directors, and CFOs who all have to say yes. The Long Cycle is the field guide to winning that work. Drawn from 35 years selling complex HVAC solutions to commercial and industrial clients, it lays out the complete playbook for the long, technical, multi-stakeholder sale - the kind most sales training never prepares you for. This is not motivation or generic always be closing advice. It is a step-by-step system for the technical salesperson who sells real solutions to serious buyers and gets paid only when the problem actually gets solved. Inside, you will learn how to:Understand what your buyers - engineering, finance, and the corner office - actually fear, and sell to each of themProspect without desperation and build a territory that calls you backRun a technical discovery that asks the questions your competitors never think to askTranslate engineering data into the financial language a CFO can approveBuild an ROI case and a proposal that win in rooms you will never sit inNavigate the multi-stakeholder sale - and the slow, quiet noHandle objections and competitors without pressure, games, or losing your integrityClose in a way that does not feel like a close, then turn the win into the next oneWhether you are a technical rep stepping up to larger accounts, a service or project seller tired of leaving big deals on the table, or a sales leader building a team that can win complex work, The Long Cycle gives you the discipline, language, and judgment to compete at the top of the market - and win. The deals are bigger. The cycle is longer. The stakes are higher. This is how you win them. Part of The HVAC Logix Library: Commercial and Industrial - practical operating guides for the people who run and grow commercial and industrial HVAC companies.", "item_img_path" : "https://covers3.booksamillion.com/covers/bam/9/79/818/220/9798182207690_b.jpg", "price_data" : { "retail_price" : "14.99", "online_price" : "14.99", "our_price" : "14.99", "club_price" : "14.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

Overview

Customers Also Bought

Details