If you’re in the tech industry and are looking for ways to increase your sales, whether you’re selling an app or new versions of software, you might be at a loss for where to begin. Technical sales is a highly competitive industry, and requires anyone in it to really hustle if they want to get ahead of the rest. This article will give you a few key ways that you can boost your tech sales and take your business to the next level.
1. Be Future Oriented
This might seem like an obvious point, but in the tech industry it’s vital that you remain future oriented at all times. As a tech salesman, you should see yourself as someone who lives permanently in the future. There are a few great ways to “see” into the future, such as creating a detailed sales forecast, that will help you to stay a step ahead of the competition.
Being future oriented requires you to stay on your toes at all times, and sometimes you might feel like slowing down and focusing on what’s in front of you. But the second you do, the competition is sure to skyrocket and you’ll be left playing catch-up.
2. Avoid Selling Too Quickly
If you’re new in the industry, or have just started selling a new product, it can be tempting to snap up the first offer you receive. But this can end up being a mistake. Patience is a virtue in sales, and letting the process unfold organically will give you much better results the majority of the time than trying to force a sale that isn’t ready to be made.
Keep the mindset that you have something valuable to offer to the right bidder, and you’re willing to wait until the perfect offer comes along to sell your product. This will make your clients much more confident in you and in the product, and may even land you with a better offer than the original.
3. Tell a Good Story
Salesmen aren’t just walking pamphlets for a product, and there’s more to selling technology than just talking about specs and prices. It’s crucial to successful sales career that you become a good storyteller for your product. A lot of the time, you’ll be selling something that isn’t super exciting to talk about, and your clients could easily become bored if you just told them the plain facts.
Creating a narrative around the product, however, that speaks to their needs and helps them relate to the product, will help you to capture their interest and make them more likely to make an offer. Sales is all about using your gifts with words and people to make them see how the product is something they need and want for their lives.
4. Create Client Personas
As a salesman, you’re always anticipating what kind of person will be on the other side of the email, phone, or door. Of course, each client will be unique, but there are certain types of people you can always expect to find in your industry. By knowing these types and creating scenarios for each one, making sure you can answer their specific questions and requests, you’ll be better prepared for difficult client encounters.
For instance, there’s a huge difference between selling tech to the CEO of a large company, with little to no tech experience, and selling to an IT professional. For the first type, you’ll need to prepare to make the product simpler and easier to understand, while the second will probably have more complex questions that you’ll have to be prepared for.
There’s a lot more to selling tech than these four points, but they’ll give you a good jumping off point for improving your sales game. The tech industry is a tough one, but being prepared will set you above the rest and make your job a lot easier.