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Casual Articles - How to Sell High Tech Solutions
I have to admit that I don't watch much TV. I don't have the time. When people talk about "Big Brother", "Eastenders", "I'm a Celebrity Get Me Out of Here"… I have nothing to say because I just don't watch them. But I do like "The Apprentice". I didn't see the first series but I really got into the last one. So much so in fact that I was positively looking forward to tonight's first installment. And this made all the more interesting because I k
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. This is dif
One of the early adopters of robotic truck washing equipment Ryko systems. Today there are many other companies in the marketplace that compete with them and they have lost their large market share. It appears Ryko went through a bit of a drought for a decade or two. Since then it appears that Ryko, has cleaned up their act a little. But they just have too many old units out there that are rusted old junk these days. They need to get with the pr
Don't Talk Tech!
Salespeople are often caught in the hype for their own products. It’s easy to lose touch with a client’s perspective with this approach. The other major blunder 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 address ineffective sales approaches in the tech market, because 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. Communicating with clients, not baffling them, is key to building long-term relationships. 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. This is diff
Americans are loosing jobs and corporate America is showing no signs of stopping this trend!!! Untill now all corporates invested heavily in the US universities. Now Intel, AMD and even Google is setting up R&D labs around the world. They need qualified people to work in these labs. And places like India, China and Mexico are able to give it at a lower cost.Over the last three years I have heard so much about outsourcing benefits and defe
Don't Talk Tech!
Salespeople are often caught in the hype for their own products. It’s easy to lose touch with a client’s perspective with this approach. The other major blunder 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 address ineffective sales approaches in the tech market, because 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. Communicating with clients, not baffling them, is key to building long-term relationships. 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. This is dif
Stationery Supplies refers to all those items of stationery that could be used in business, office, home or school. To cater to such a vast segment of customers, shops selling these Stationery Supplies need a large assortment of items to be readily available with them. At times, the stationery suppliers even tend to provide printing and customization services to their clients.The Stationery Supplies business is very lucrative, due to its
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. Communicating with clients, not baffling them, is key to building long-term relationships. 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. This is dif
Employee performance reviews are one of the most dreaded tasks by most managers. It is hard to win here – you can never say enough good things, and one word of criticism is generally the only thing they will remember.Taking the easy way out and just documenting the positive will cause you a lot of trouble if you ever need to fire the employee.The only way this ever gets better is with a lot of practice, and a pretty thick skin. Thi
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. Communicating with clients, not baffling them, is key to building long-term relationships. 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. This is dif
There have certainly been many scandals in the pharmaceutical industry in the last few years and some of those scandals have to do with politicians and lobbyists. This is quite upsetting to people who rely on drugs from the pharmaceutical industry to stay alive. Additionally, it calls our entire health-care system into question and hurts those who promote universal health care for our citizens.Often we see the white papers and research,
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. This is difficult, because products are complex, and sales people get caught up in the innovation and creativity the product may provide rather than focusing on the client’s needs. Typically, a salesperson approaches the client 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 assuming knowledge of the client’s needs, I recommend a salesperson begin the first meeting by asking the client about their expectations. I also advise them to cancel the list of leading questions. Replace this with a list of results the client desires and their potential business challenges. Shifting the focus from the salesperson to the client will change the tone of the meeting from an interview to a conversation.
Ask the Right Questions
The art of selling is still about asking good questions. They simply must be framed with a different purpose. Try building in questions that put the client 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 tha
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