Technical Sales: Why It Works In The Information Technology FieldWorldwide Information Technology hardware spending this year is estimated to reach more than a trillion dollars. And in 2017, spending on enterprise software was more than $350 billion globally.
If you're selling tech in Information Technology, there is some serious money to be made. But the complexities of the technology used in the Information Technology field means that traditional sales and marketing strategies aren't going to cut it.
With so many complex and specific niches within the market, you aren't going to make those sales in a crowded marketplace unless your technical sales strategies are on point.
So read on as we take a look at 5 key strategies that can help you get a big bite of that trillion dollar apple.
1. Solve their problemsWhen you're selling a hardware or software solution, it's easy to focus on the product.
But the people you're selling to don't care about the product. People don't buy a drill; they buy a hole; it may be a cliche, but only because it's true. Your potential clients have a problem that they want to be solved, and the most important thing to them is if you can solve it or not.
Find out what their problems are and tailor your pitch to focus on solutions.
2. Tell a storyTechnical sales is never going to be the most exciting topic.
Rather than get bogged down too much in the technical minutiae, tell a story. Build a picture of how your product will fit into their business and grab their attention from the outset. Once they're hooked, you can get into the more technical details.
Once again it's about showing them how your product will work for them.
3. Focus on the difficultThe words you never want to hear are: that sounds great, but...
No solution is going to be perfect. And it doesn't matter how good it is at solving certain aspects of your customer's problems. The bottom line is, are they going to be able to implement it without difficulties?
So if you can find out their biggest concern, and address it from the outset, then you've got a far better chance of getting rid of that awful "but." Tackle it head on and ask them where their biggest issues have been with previous solutions.
They'll recognize that you're someone who knows how tech works in the real world.
4. Choose your words carefullyA lot of people in non-technical sales use jargon to try and make their products sound important.
When it comes to technical sales, you can't just wing your way through it. You're selling to highly-educated people who know their field inside-out. So unless you're right on the ball, they are not going to be impressed. Use the wrong words, and they'll assume that you don't really know what you're talking about.
As with all sales, preparation is vital. Make sure you know your products inside out.
5. Help them take the next stepSometimes it's worth going that extra mile to help future sales.
If you can convince your customer to make the next step in their use of tech, then you can open the door for them to make more sales in the future. For example, if a customer has never used SaaS before, going all out to get them up and running means, you'll open a door to sell them more SaaS in the future.
You don't have to makes technical sales aloneThese ideas are just the start of building a successful technical sales strategy. If you're looking for help with marketing services or great website design and development, then you've come to the right place.
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