How Technical Should You Get


"Less is more" is a good rule to follow on how technical you should get. Use your technical knowledge to support your points, not to make them. Let the technical depth of customers' questions about your products provide the platform to display your expertise. If a customer asks you about the amperage draw and power factor of a piece of electrical equipment, answer him or her by using technical terms. In addition, use the customers' systems of evaluations as indicators of their expertise.

Example

start example

Arlene Hartman wants to purchase a laptop that can handle numerous peripheral pieces of equipment (printers, modem, and DVD burner) at fast speeds. Mike Boone, the salesperson, asks Arlene what she is looking for in a laptop. He can suggest goals and terms that range from the elementary (fast speed and huge memory) to the high-tech (bandwidth connections and cache size).

She points out that the number of USB ports (SOE) will play a major role in her decision. When she asks Mike about data transmission speeds, he knows that if his explanations are technical in nature he will be speaking Arlene's language.

end example

Note

Buzzwords or acronyms are mostly position related. Be careful whom you use them with. For instance, a hotel manager probably does not know the technical terms used by the director of engineering.

Note

PowerPoint presentations have become commonplace. Exhibit 7-6 shows some sample slides on how you can incorporate the MeasureMax approach.

click to expand
Exhibit 7-6: PowerPoint presentation.

Step Six: Conditions Met

All the measurable benefits of the customer's confirmed goals have product features that help to achieve them. Verify that customers agree that the features of your product selections are on target. You now recap how your proposals satisfy their conditional commitments.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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