In this video, we discuss how to sell in tech sales. This can be helpful because tech sales can be one of the more difficult areas for a salesperson to operate in.
Tech Sales is More Difficult
While sales can be challenging regardless of the product being sold, it can be unclear how to sell in tech sales for a few distinct reasons.
Technical and complex product
Tech sales, by definition, involves selling something technical and complex. This can create scenarios where it is more challenging to describe and explain the product being sold.
Prospects do not know they need the product
In many cases in tech sales, prospects do not know they need the product being sold. This is not always the situation, but you could very easily find yourself selling a tech product to a prospect who has no knowledge or understanding of what the product is and has never purchased it.
Communicate the Value Delivered
Because of the previous two points, it is critical to know how to sell in tech sales to communicate the value the product offers. The product does not do this from a feature and functionality standpoint; the value delivered is what the product helps to improve.
Having a list of improvements or benefits the product can deliver can help with selling in tech sales. That list can give you more clarity on what to say, allowing you to focus more on the value the product delivers.
Focus on the Problems the Product Can Solve
Another key to tech sales is to focus more on the problems your product can solve. This is helpful for explaining what your product does, and prospects are also quicker to purchase and spend money when solving a problem.
To help you with this, create a list of problems or pain points your product can solve. Having this list in front of you will make it much easier to talk about the problems you help to solve when calling and meeting with sales prospects.
Tailor Your Messaging
You can likely sell your tech to different types of buyers. In B2B sales, this could be different departments or levels in a company. Each of these buyers has different interests and pain points.
To separate yourself from the competition, you can tailor your messaging to the audience you are communicating with by talking about the things they care about.
Sell the Conversation
The next tip for how to sell in tech sales is to focus more on selling the conversation than selling the product. This is important to keep in mind because our natural instinct is to always sell the product by trying to validate a need or interest in the product being sold.
But in most interactions with prospects, the purchase of the product is not the next step in the sales process. When you are performing cold outreach, the next step in the sales process is usually talking more and having a real conversation in the form of an appointment or meeting.
Ask Good Questions
If your goal is to close the prospect on talking more and having a conversation, it can help to find a reason to talk more. And the best way to find a reason to talk more is to simply ask good questions.
Try to create a list of pain questions that help you to identify if the prospect has the pain or challenges your product can help with. To help with this, you can look back at the list of pain points you created and then create a question to ask for each pain point.
We hope this helps you with how to sell in tech sales!