Nailing A Technology Sale
 

Nailing A Technology Sale

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This presentation was something I whipped up in 15-20 minutes for a Microsoft session I was at. I needed to build a presentation that would take less than 5 minutes to present. ...

This presentation was something I whipped up in 15-20 minutes for a Microsoft session I was at. I needed to build a presentation that would take less than 5 minutes to present.

It is about the complexity of technology and a simple trick to ensuring successful application, sale, and more importantly effectively solving problems for real customers and clients.

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  • You have made some great points but for b2b complex sales especially in the technology industry I have found that LeadLifter's lead generation system has the best conversion rates for higher ROI and increased qualified leads. LeadLifter get's me to 'Nailing a Technology Sale' :) Great job!
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    Nailing A Technology Sale Nailing A Technology Sale Presentation Transcript

    • Nailing A Technology Sale
      The mistake I used to make selling a technology solution and what I learned…
      Richard Harbridge
    • WHY DOES IT MATTER?
    • EVERYONE SELLS TECHNOLOGY
      Have you ever explained why someone should use a solution or tool?
      “What do you do?”“I work with Technology”“What Technology?”“I develop/administer/architect/support XYZ.”
      “What is XYZ?” (and why does XYZ matter?)
    • TECHNOLOGY IS COMPLICATED
    • SELLINGREQUIRESUNDERSTANDING THE VALUE
    • WHY PEOPLE BUY
      People will only ‘buy’ something when they understand the value in buying it.
    • SO HOW DO YOU SELL?
      Clearly communicate the value of what you are selling.
    • WHAT WAS MY MISTAKE?
    • I was focusing on the Solution or the Tool and they did not understand the valueof the “Hammer” I was trying to sell
    • I realized that if I focused on their problems or “Nails” that they had been hitting their head against they could better understand the value of my “Hammer” (Solution/Tool)
    • IT’S NOT CALLED HAMMERING THE SALE…
    • IT’S CALLEDNAILING THE SALE.
    • Thank You!
      To hear more of the things I have learned, or my thoughts on technology feel free to visit my blog at:
      http://www.rharbridge.com
      Hope this helped someone,
      Richard Harbridge
      @rharbridge