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How to Sell to High Tech Solutions by Amy Fox, President, Accelerated Business Results Many companies are looking to improve upon the speed, security, and accessibility of business technologies, especially satellite and broadband connections to the internet. Technology is evolving, and the customer needs to become aware of the new technology and not be intimidated by it. Focus on Client Needs I conduct high technology sales training throughout the United States for a variety of clients. For sales professionals in the high tech field, I often stress the need to shift the focus from the salesperson to the client. Article: How to Sell to High Tech Solutions by Amy Fox, President, fast employment Results Many companies are looking to improve upon the speed, security, and impressionability of taking a role technologies, especially satellite and broadband connections to the internet. While customers are fashionable more savvy, many don’t speak ‘tech-ese,’ and they still are in a dilemma by terms such as routers, IPSEC, T-1s, WIFI, and broadband. While these buyers may have a genuine interest and need for the products they investigate, more often than not their sales experience ends up a frustrating and confusing one. Don't Talk Tech! Salespeople are often fascinated in the hype for their own products. It’s easy to lose touch with a client’s perspective with this approach. The other major welter a tech salesperson may make is their need to be perceived as experts in their field. Talking tech to the point of no return does not usually yield a promising sale. How does one handle the tendency in tech sales to “show up and throw up?” It is critical to interjection ineffective sales fairway in the tech market, considering these mistakes are often the most significant barriers to high performance. Communicate Don't Baffle Bringing the human side to selling high tech products is not easy, but it must enter into the equation or else a salesperson’s success is at risk. questioning with clients, not mystifying them, is key to raising long-term relationships. Technology is evolving, and the customer needs to resolve into seized of of the new technology and not be intimidated by it. Focus on charge Needs I conduct high technology sales training throughout the United States for a variety of clients. For sales professionals in the high tech field, I often stress the need to shift the focus from the salesperson to the client. This is difficult, seeing products are complex, and sales people get packed up in the innovation and creativity the product may provide rather than focusing on the client’s needs. Typically, a salesperson fairway the subordinate with a laundry list of questions or a lengthy Powerpoint presentation. Sometimes the questions are canned, or the presentation is a reflection of the salesperson’s agenda. The questions or presentation are designed to steer the conversation towards the highlights of the products for sale or the expertise of the salesperson. Turn the Tone from an Interview to a Conversation Instead of overweening knowledge of the client’s needs, I recommend a salesperson set out the first meeting by probing the subservient surrounding their expectations. I also advocate them to equalize the list of leading questions. Replace this with a list of results the liege desires and their potential plan challenges. Shifting the focus from the salesperson to the regular will revamp the tone of the meeting from an interview to a conversation. Ask the Right Questions The art of selling is still within earshot appeal good questions. They simply must be framed with a different purpose. Try manufacture in questions that put the liege in the driver’s seat. For example, ‘What would you like to learn more about?’ or “How can I help resolve these issues?’ These questions can generate a host of answers that relate back to the product and the solutions technology offers. Shortened presentations that focus on companies’ capabilities and how to expand them through technology help resolve deals. Info dumps are a bore and can even damage the sale process seeing that the customer is not engaged. If high tech salespeople lose themselves in touting the capabilities of the product, they lose their most distinguishing feature – themselves
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