Most technical people I know are caring, passionate, intense experts in technology.
To successfully sell with the above personality focus on the following solution sell or consultant sales style
- Listen to the customer (try not to react or counter act what they say – DON’T get defensive) establish a bit of friendly back and forth conversation on other stuff in the mix.. the weather, sports, their favorite geek toy or something
- Repeat what they have told you until they hear that you heard them.. (think of it as regurgitating – right or wrong..) Remember you are repeating their words not substituting your own opinions!! Very important to leave the ego at home.. this part is not about you.
- Agree on the need: Mr. Smith it sounds like you need… xyz and insure that Mr. Smith agrees with you. If he doesn't listen and absorb his objections.
- Give them a tiny bit of background – As in why you love technology, maybe even share a success that you felt good about and offer a bit of my company is this age and we are striving for this. Make them feel comfortable with your company.
- Focus on filling only 2 or 3 key small needs starting with the least needed and moving to the most needed.. the others will fall in place later..The key terms here are “the need fixed by feature, benefit of fixing, reaction”
- Schedule a date to complete the work
Common Mistakes
- Doing all the above in the first conversation.
- Not following the steps in order (critical)
- Skipping over step 2 and telling them what they need before they really believe you have heard them.
- Overwhelming them with tech speak.. when what they really want to hear is Mr. X we can fix this problem… many times they don’t want to know how..
- Not listening!
Have fun! Oh and Microsoft has some kick a#@$ Solution Selling classes.. just look for them and then take the parts that fit your personality and take a step up in improving your ability to HELP the people you care about…..
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