Nailing A Technology Sale<br />The mistake I used to make selling a technology solution and what I learned…<br />Richard H...
WHY DOES IT MATTER?<br />
EVERYONE SELLS TECHNOLOGY<br />Have you ever explained why someone should use a solution or tool?<br />“What do you do?”“I...
TECHNOLOGY IS COMPLICATED<br />
SELLINGREQUIRESUNDERSTANDING THE VALUE<br />
WHY PEOPLE BUY<br />People will only ‘buy’ something when they understand the value in buying it.<br />
SO HOW DO YOU SELL?<br />Clearly communicate the value of what you are selling.<br />
WHAT WAS MY MISTAKE?<br />
I was focusing on the Solution or the Tool and they did not understand the valueof the “Hammer” I was trying to sell<br />
I realized that if I focused on their problems or “Nails” that they had been hitting their head against they could better ...
IT’S NOT CALLED HAMMERING THE SALE…<br />
IT’S CALLEDNAILING THE SALE.<br />
Thank You!<br />To hear more of the things I have learned, or my thoughts on technology feel free to visit my blog at: <br...
Upcoming SlideShare
Loading in …5
×

Nailing A Technology Sale

1,438 views

Published on

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.

Published in: Technology
1 Comment
0 Likes
Statistics
Notes
  • 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!
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Be the first to like this

No Downloads
Views
Total views
1,438
On SlideShare
0
From Embeds
0
Number of Embeds
5
Actions
Shares
0
Downloads
26
Comments
1
Likes
0
Embeds 0
No embeds

No notes for slide

Nailing A Technology Sale

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

×