Technical Training and Tips: Value Based Selling
If you Google “technical sales tips”, hundreds of results will come out. From improving presentation skills, to identifying key people, to the proper way of asking questions. The recommended sales skills of a technical sales engineer will also be a significant part of the results. The list can go on and on. For this article, we will focus on one crucial part of technical sales training – value-based selling.
Imagine you’re on a long road trip and you’re currently in the middle of nowhere. No stores and no restaurants anywhere nearby. Even Waze says that nothing is coming up anytime soon. We forgot to mention that you’re starving and you forgot to drink coffee this morning. After a few miles, you see a gas station coming up. You enter the store and buy a canned coffee for $3.50 and a sad-looking sandwich for $7.00. You know it’s much more expensive than what you normally would spend, but you easily take out your wallet and...
Technical Sales Prospecting Tips ā€“ Circle of Influence
Mastering Technical Sales: Unlocking Sales Prospecting Success
If you’re in technical sales, or any kind of sales for that matter, you usually focus on the decision maker. This is the person who can say yes, sign that contract, and close that deal. However, it can often be hard to get in touch with them, especially if you don’t know them personally. Maybe you’ve used all the outreach methods you can think of, but you still haven’t been able to connect with them.
The good news is that you don’t always have to target just the decision maker. Although this isn’t often mentioned in technical sales training, there are other people you can reach out to and get nearer to that sale.
When you can’t approach the decision maker, the people you can target are the circle of influence around them. These are people who can impact the decision maker’s buying decisions. The circle of influence can sway the decision one way or another, depending on...
Technical Sales Engineer Prospecting for New Revenue in 2022
Due to the COVID-19 pandemic and what people call the “new normal,” many technical sales engineers struggle with technical sales prospecting. The big problem is that many salespeople in industrial sales cannot do their usual techniques of technical sales prospecting, such as trade shows, setting up face-to-face meetings, and cold calling offices.
To continue moving forward in 2022, here are some essential and practical technical sales tips in prospecting for new revenue. Read these technical sales training tips that will help you prospect more customers in the coming new year.
Step 1: Look at Your Existing Customers
First, take a look at your current customers. Many people in industrial sales overlook this group and don’t spend enough time working with their existing customers. One way to continue technical sales prospecting with this group is to upsell your business to them, suggest new products and services, and inquire about new customer projects.
You can...
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Author
Kyle Milan
CEO of Technical Sales University & MFG Tribe
Iā€™ve been in the technical sales industry for 20+ year and Iā€™ve helped over 200 sales pros get 1,389 new projects on the board, which accounts for over 260 million in revenue for their companies just in the past 2 years.
