National Sales Center

High Tech Sales Training Tips

Many predict that High Technology will lead us out of the recession. High tech remains strong and sales should continue to grow. Since there is all this focus on high technology sales, it’s time for some advice about high tech sales training.

High Technology Prospecting

I have one solid tip for high tech reps that prospect for appointments. Forget the technology. Few C Level executives could care if your widget runs at .009 mps with double density backup discharge (what ever that is!).

Instead, focus on applications and results. “I saved the HJK Company 20% on their operating budget and I may be able to do the same for you.” A prospecting message like that is sure to open doors. So, forget about calling executives to introduce them to your new technology. Instead, tell those executives how they can benefit from your technology.

Missing Element In High Tech Sales Training

High technology sales training covers many topics but one piece is almost always missing. High technology selling involves a team and the sales rep needs to know how to manage that team.

The sales rep needs to keep all team members motivated and informed. Action items need to be carefully defined and every action item must include a due date. High technology sales reps must master the art of managing their sales team if they expect to succeed.

Well, that’s my two cents for today. I hope this advice will help you get the most out of your high tech sales career.

Nick

Tags: Sales Training