Mar31
How To Sell Technology, By Nick Moreno
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under advice, Articles, Position, process, prospecting, sale, sales, salespeople, sell, Selling, strategies, success, training
How To Sell Technology By Organizing Your Team
I’ve spent many years successfully selling technology for some of this country’s largest corporations. Far too many salespeople feel technology sells itself and nothing could be further from the truth. Allow me to give you some advice on how to sell technology.
How To Sell Technology As A Team
You’re involved in a team sport when you sell technology. The captain of the team may be the salesperson but every member of the team is important. Other team members may include a Sales Engineer, Customer Service Rep and members of upper management. The process of selling technology requires the effective management of the sales team. Obviously, this is the salespersons responsibility. That’s the first step on how to sell technology. How you sell technology is the key to sales growth and success.
Divide And Conquer To Sell Technology
Insure each team member understands what part of the field you expect him or her to cover. Although this may sound very basic, firm assignments are often overlooked and that’s not how to sell technology.
Your sales engineer must be aligned with your prospect’s engineers. In fact, your engineer must be a working member of your prospect’s staff. More often than not, your prospect’s engineers already know what they want. Your engineer’s responsibility is to either make what they want even better, or explain why your technology is the perfect fit. Insure your sales engineer has sales skills and knows how to sell technology.
How To Sell Technology With Added Value
When considering the question of how to sell technology, you must not overlook the importance of “added value”. This is a key part of all my professional sales training programs. Customer Support is an important component of your “added value” proposition and needs to be positioned as such. Your Customer Support Rep should be engaged with your prospect’s Department Head. Every aspect of pre sales and post sale support must be brought to the attention of that Department Head. I’ve written other articles on how to sell technology by properly positioning Project Management as an important aspect of your overall “added value” offering.
How To Sell Technology By Properly Positioning
Proper positioning is key when you sell technology. The salesperson must be positioned with the prospect’s “C” Level Executives. The engineers will make a recommendation to the “C” Level Executive but that executive will make the final decision. You need to cover all bases when selling technology. When working with the “C” Level Executive, the salesperson should not be totally focused on selling technology. Instead, the salesperson should be focused on the application and the benefits the technology brings to that application. That’s how to sell technology to a C Level executive.
How To Sell Technology By Using Your Management Team
At times, the salesperson may want to have their upper management engage with their prospect. This is yet another reason to insure the salesperson is positioned at the “C” level. Such executive engagements must be well planed and strategic. Your management should always call on your prospect’s management team.
Unite And Conquer
As you can see, selling technology involves a lot of moving parts. The salesperson must insure all members of the sales team are communicating and aware of the Major Account Sales Plan. The salesperson’s responsibility is to collect and organize all the intelligence gathered by the sales team. The salesperson must then do an analysis of the data to understand where they are strong and to develop sales strategies to overcome any weaknesses.
How To Effectively Sell Technology
As I’ve mentioned earlier, too many salespeople incorrectly think that technology sells itself. In the final analysis, salespeople sell technology. In order to effectively sell technology, the salesperson must be a master of the sales strategies required to successfully execute the Sales Process.
Too many technology salespeople are overloaded with product, industry and process training. When they ask me how to sell technology, I remind them of their responsibility to get continuous sales training.
I hope you now know more on how to sell technology.
I wish you great sales success.
Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company
ADDITIONAL ARTICLES OF INTEREST
Train The Sales Trainer To Improve Effectiveness
Understanding Major Account Sales
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