((atloud))

Sales people are sales people. They are there to make sales. Make sales closure speeches. Ask for the money. But most of the sales people are not that good when proving the value of their products (at the “Proving Value” sales step) eventhough they may be very good at finding facts about the need.

“The best sales people are the ones that has salesability on top of technical knowledge.”

If that’s the case, the best thing to do is to associate the sales person with a techie. Because they technically know everything about your products and its competition. They adore what they’re dealing with everyday.

But beware that they may be disruptive at fact finding process, because of their passion. If the sales person can manage this, manage the whole conversation and pass the ball to techie at the proving value part, sales is mostly done. Be sure that at negotiation, techie will drop put anyways.

To succeed, the sales manager should mix and match these people together for sales calls. Techies are especially necessary if the customer is technical as well. It was always easy for me to close the sales by leveraging techies.

And why is that? It’s because…

Techies build trust and rapport. Since customers do not see techies putting effort to make sales, customers trust them not looking at their pockets. And with their technical knowledge they build rapport as well.

Techies are passionate. Customers are impressed by passion. The passion, the belief that comes with passion makes customers believe also.

Techies cannot lie. Because their minds work with numbers and analytic solutions only. Customers believe techies because if they lie, generally they show it up unconsciously with physical clue.

Techies want to help. As I mentioned at my previous posts, helping client is the mentality that a sales person should have. Techies have this by nature. And the customer is there asking for help to solve his problem.

Techies are Sales Angels. Angels that whisper the solutions to the problems.

Use them for making sales, or learn all the technical stuff yourself and bring your positive motives with you to the sales calls.

Technorati Tags: Sales steps, proving value, fact finding, sales management, products