Dec1
Selling Technology – What You Need To Know
Posted by Nick in Industry specific sales training | 0 Comments
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HOW TO SELL TECHNOLOGY
Why Selling Technology Is Different And The Right Way To Sell Technology
Before I launched my sales training career, I spent years selling technology for some of the largest companies in America. So, let me give you some advice about how to sell technology.
Product Knowledge And Selling Technology
I know salespeople so I know all about short attention spans. After all, I’m one of them! But, when it comes to selling technology, take the time to learn your product. Your Sales Engineer isn’t always available so you’ll need some product knowledge when selling technology.
Selling Technology Applications
Now that you got your product knowledge, set it aside. Remember, you are selling technology to solve a problem. So, sell the hole and not the drill. Selling technology is about selling the application and not the product. Stay focused on the application because that’s how to sell technology.
Sell Technology With Proper Positioning
When selling technology, it is easy to spend all your time with middle managers because they have the time and all the questions. But, these middle managers are only “recommenders” and not the final decision makers. When selling technology, you must get positioned at a “C” level. This is key to all your Major Account Sales Strategies. Remember this point if you want to know how to sell technology.
How To Sell Technology With Powerful Proposal Writing
Selling technology often requires a proposal but don’t go overboard with it. Keep your proposal short and to the point. Give special attention to your “Executive Summary” because that’s the only section the decision maker will read. Yet another important point on how to sell technology.
How To Sell Technology Using Proper Sales Skills
Too many salespeople think that selling technology is about the strength of the product. They feel that the best product at the best price will always win. Fact is, the salesperson with the strongest sales skills will win more often than not. So, don’t overlook the power of sales skills when selling technology. If you want to learn how to sell technology, begin by improving your sales skills.
Communications And How To Sell Technology
Selling technology is a team sport. Develop a precise Sales Plan and communicate your plan with every resource on your team. Insure they know what has to be accomplished by specific due dates.
How To Sell Technology Using Price
Let the competition sell on price. When selling technology, your focus must be on ROI and added value. No one wants the cheapest technology, they want the best technology. That’s how to sell technology.
I enjoyed my years selling technology. Selling technology becomes easy when you get the right sales training.
If you are looking to improve your technology selling success, you may be interested in my sales process training program. These DVDs could help you when it comes to selling technology.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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