Mastering Technical Sales: The Sales Engineer's Handbook
By Aron Bohlig

Chapter 9: Evaluation Strategies

If you can't make it good, at least make it look good.

Bill Gates, founder of Microsoft

Chapter Goals

  • Understand trial negotiation and overall success strategy.

  • Be able to plan and execute a trial.

  • Learn how to avoid a trial through references or other proof points.

One of the few things worse than a request for proposal (RFP) or a multiday demo is the dreaded evaluation trial. This is often a trial in every sense of the word draining resources from the sales organization with little effect.

Copyright ARTECH HOUSE, Inc. 2002 under license agreement with Books24x7
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