POWER > Business Strategy > ROI

How To Improve Your Sales Skills

selling solutions
 

People with strong technical backgrounds may not consider themselves good sellers. They prefer to install, upgrade, migrate and troubleshoot. But selling is a skill everyone must use, even if no money actually changes hands.

Applying for jobs, writing proposals and emails, and participating in meetings are all types of selling because they involve uncovering a genuine need and finding a solution for it.

In recent months, I’ve learned to sell my technical services more effectively, so I wanted to share a few lessons I’ve learned.

The Technician’s Advantage

The good news is that people with a strong technical background can become remarkably good at learning to sell technical services. And they don’t need to become a slick salesperson stereotype. The starting point for selling is not to become a fast talker; it’s about being able to show empathy. Recognize that selling is about finding a solution to meet a need.

The nature of technical work focuses on solving problems. A good technician isn’t satisfied with superficial solutions. This determination to get to the root cause is a great asset in sales. Nobody wants to be sold something that doesn’t solve the real problem.

The Reluctant Salesperson

Another strength of the technical mindset is a little subtler. It’s the reluctance to sell. This reserve about not wanting to be too pushy can be attractive to people who don’t want to be sold to.

In addition, people coming into sales from the tech world have learned a lot about the business as a result of their direct contact with end users or business units. This allows you to quickly recognize whether a problem is genuinely urgent or not.

Anthony English is an AIX specialist based in Sydney, Australia.


comments powered by Disqus

Advertisement

Advertisement

2019 Solutions Edition

A Comprehensive Online Buyer's Guide to Solutions, Services and Education.

IBM Systems Magazine Subscribe Box Read Now Link Subscribe Now Link iPad App Google Play Store