Articles
Below are some of the articles that have been published in our Technology Sales Conversation newsletter.
#1 — A Simple Technology Sales Strategy: Talk To Yourself!
An article of 523 words for technology sales professionals with a focus on: what to say to yourself before you speak to a prospect for your technology products and services so you will quickly build rapport and trust as a result.
#2 — A Simple Technology Sales Strategy: Define What Selling Is!
An article of 436 words for technology sales professionals with a focus on: how to define selling so that your definition alone will not only impact your sales results but will also make prospects for your technology products and services naturally want to engage with you.
#3 — A Simple Technology Sales Strategy: Ask Questions!
An article of 496 words for technology sales professionals with a focus on: seven reasons to ask questions and a simple three-part framework for asking questions so that your prospects for your technology products and services will sell themselves.
#4 — A Simple Technology Sales Strategy: Turn Clients Into Raving Fans!
An article of 572 words for technology sales professionals with a focus on: three main areas you can focus on to turn your clients into raving fans so you will not only get repeat business for your technology products and services but they will also refer others to you.
#5 — A Simple Technology Sales Strategy: Change The Meaning of No
An article of 500 words for technology sales professionals with a focus on: when "no" is a perfectly acceptable response (there are five situations) and why you should go in active search of a "no." You should even be saying "no" yourself.
#6 — A Simple Technology Sales Strategy: Be Grateful for "Failures"
An article of 500 words for technology sales professionals with a focus on: changing your perspective on failure so that you are inspired to fail more often — and therefore make more sales of your technology products and services. Sounds contrary I know.
#7 — Don't Sell Your Technology Products/Services; That's Not What People Buy
An article of 527 words for technology sales professionals with a focus on: the two things people buy and why its not your technology products and services.
#8 — What One Thing Will Lose Technology Clients Fast?
An article of 606 words for technology sales professionals with a focus on: the one simple thing that will not only cause your clients to stop using your technology products and services but they will definitely not refer anyone to you.
#9 — What Has Matching Got To Do With Technology Sales Presenting
An article of 622 words for technology sales professionals with a focus on: the "secret" of matching when you present your technology solution. This matching principle is so simple and so effective and yet it is rarely used.
#10 — How To Get To "Yes" Quicker
An article of 570 words for technology sales professionals with a focus on: three low leverage, but important, strategies and two extremely high leverage strategies for getting to a yes quicker for your technology products and services.
#11 — Find The Hidden Treasure
An article of 785 words for technology sales professionals with a focus on: what is the hidden treasure and how and why should go in search of it when youre talking to a prospect for your technology products and services.
#12 — Seven Simple Tips for Building Technology Sales Trust
An article of 505 words for technology sales professionals with a focus on: seven tips for building trust, which is a prerequisite before someone will buy your technology products and services.
#13 — How to Overcome Technology Sales Resistance Forever
An article of 569 words for technology sales professionals with a focus on: how to overcome the sales resistance barrier that often automatically comes up between you and your prospect for your technology products and services.
#14 — How to Overcome Your Fears of Technology Selling
An article of 709 words for technology sales professionals with a focus on: how to overcome your fears of selling your technology products and services which arise from your perspective (perspective fears) and from lacking skills (skill set fears).
#15 — To Mirror Or Not To Mirror?
An article of 548 words for technology sales professionals with a focus on: how consciously mirroring your prospects body language and style can destroy your rapport rather than building it. This is a contrary view.
#16 — Are You a Technology Sales Commodity?
An article of 771 words for technology sales professionals with a focus on: if you find yourself competing on price for your technology products and services, follow these three steps to ensure your prospects make a decision based on your unique value (versus how cheap your price is).
#17 — Six Steps to Avoid Being Manipulative
An article of 623 words for technology sales professionals with a focus on: six steps to ensure you are not being manipulative and to also ensure you are not being perceived as manipulative when selling your technology products and services.
#18 — What is Your Technology Sales Gap?
An article of 560 words for technology sales professionals with a focus on: why you need to work out your technology sales gap and how you go about working it out. Its critical to do this as crossing this gap is what people are buying when they buy your technology products and services.
#19 — Are You Applying the "So What Factor"?
An article of 517 words for technology sales professionals with a focus on: how to use the "so what factor" so you always address WIIFM (Whats In It For Me) when you talk to your prospects about your technology products and services.
#20 — Questions are the Answer
An article of 546 words for technology sales professionals with a focus on: how your questions will sell your prospect on your technology products and services provided you have the "Question three-legged stool" in place.
#21 — Are You Having Technology Sales Conversations From Your Head?
An article of 690 words for technology sales professionals with a focus on: four tips for speaking from your heart (versus your head) and why this will make selling your technology products and services so much easier for you.
#22 — Six Technology Sales Myths Busted
An article of 721 words for technology sales professionals with a focus on: busting the sales myths that not only diminish your chances of success; they also make selling your technology products and services more complicated and harder than necessary.
#23 — Think and Grow Technology Sales
An article of 712 words for technology sales professionals with a focus on: why and how you can automatically make a quantum leap in your sales of your technology products and services if you just change your thinking around selling, how you act and whats possible.
#24 — Reject Prospects and Fire Clients
An article of 712 words for technology sales professionals with a focus on: putting in place, and committing to, a two-step filter process for determining who you spend your valuable TMR (Time, Money, Resources) selling your technology products and services to.
#25 — Seven Tips For Selling Technology With Less Effort
An article of 808 words for technology sales professionals with a focus on: seven simple tips which will not only save you a huge amount of effort when selling your technology products and services but will also speed up your sales cycle.
#26 — Are You Selling The Wrong Thing?
An article of 796 words for technology sales professionals with a focus on: how selling the wrong thing
will repel your prospects, lengthen your sales cycle and often results in lost sales of your technology products and services. Its easy to correct selling the wrong thing once you know what it is and what you should be focusing on selling instead.
#27 — Dont Write That Proposal Until You Ask The Magic Question
An article of 558 words for technology sales professionals with a focus on: the magic question to ask before you write any proposal. This magic question will save you from wasting time on proposals which get the response "Thank you for your proposal and we'll get back to you at some time in the future if we decide to do something."
#28 — What to Say If Your Prospect Only Has 10 Minutes
An article of 817 words for technology sales professionals with a focus on: reviewing the three ways you can respond when your prospect only has 10 minutes. How you respond will determine if your prospect will ever give you more than 10 minutes!
#29 — Three Key Strategies for Technology Companies For Handling Price Negotiations.
An article of 849 words for technology sales professionals with a focus on: three strategies to use when youre asked for a discount. One of these strategies has the potential to significantly increase the value of your sale.
#30 — Five Tips For Giving Presentations That Consistently Sell Technology
An article of 829 words for technology sales professionals with a focus on: five tips that will help you give presentations which consistently sell your technology solutions. These five tips will also save you wasting time, money and resources giving presentations where your prospect says thanks but no thanks.
#31 — Is Selling Technology Simple Or Complicated?
An article of 785 words for technology sales professionals with a focus on: whether selling technology really is complicated or simple. Maybe it is just convenient, for a number of reasons, for us to think selling technology is complicated.
#32 — Are You A Knower or A Learner When Selling Technology?
An article of 810 words for technology sales professionals with a focus on: the common misperception that when you are selling technology you should know everything and not knowing everything will impact your ability to sell. The opposite is in fact true. If you know too much it can lose you sales.
#33 — Make More Sales by Avoiding The Technology Trap
An article of 659 words for technology sales professionals with a focus on: how to recognise if you are in the technology trap and, if you are, how to easily avoid it. The majority of salespeople fall into the technology trap when selling their technology products and services and it costs them sales.
#34 — Selling Technology Is All About The Whys
An article of 702 words for technology sales professionals with a focus on: the very important whys that you want answered and that your prospect wants answered too. If you focus on these whys, selling technology will become a lot easier for you plus it will be easier for your prospects to buy your technology solution from you.
#35 Seven Differences When Selling Technology to Companies
An article of 830 words for technology sales professionals with a focus on: seven of the differences you need to be aware of, and take account of, if you want to be successful at selling technology to companies.
#36 Four Secrets to Selling Technology Value Versus Price
An article of 649 words for technology sales professionals with a focus on: four secrets which if you learn and apply will guarantee that your prospects see the value in your technology products and services and price will no longer be the issue.
#37 Seven Reasons Why You Must Zealously Qualify Technology Prospects
An article of 636 words for technology sales professionals with a focus on: seven reasons why you must be zealous about putting your prospects through a technology qualification process before you sell your technology solution to them.
#38 Is your intention sabotaging your sales?
An article of 582 words for technology sales professionals with a focus on: how your intention predetermines how your prospects will respond to you - whether they're going to be open with you, whether they'll want to keep talking to you, whether their barriers go up, and whether they want to buy from you. Your intention sets you up for success or failure!
#39 Customer Satisfaction Is Not Enough
An article of 630 words for technology sales professionals with a focus on: although having satisfied customers is important it does not mean they will keep buying your technology products and services — or even refer you. There is something else you must focus on in addition to customer satisfaction.
#40 Increase the Dollar Value of Your Technology Sale With No Extra Effort
An article of 621 words for technology sales professionals with a focus on: using a simple formula to increase the dollar value of a technology. This formula is so straightforward; yet it is infrequently used.
#41 Find Prospects Before Your Competition Does
An article of 627 words for technology sales professionals with a focus on: why relying on prospects finding you, will result in selling technology being a lot harder than it needs to be and you will face more competition than you need to. This article also outlines the four steps you need to implement if you want to find prospects before your competition does.
#42 Why is a "No" Good News?
An article of 884 words for technology sales professionals with a focus on: why starting today, you want you to be on a mission to find a "no" every time you talk to a prospect. When you find the "no," celebrate it, give yourself a pat on the back, be grateful for it — it is good news.
#43 Why Should I Buy From You?
An article of 625 words for technology sales professionals with a focus on: helping you get clear on whether you do in fact have a crystal clear answer to the question
"Why should I buy from you?" You must have a crystal clear answer if you want to stand out from your competition and make yourself the obvious choice for your prospects.
#44 How To Motivate Your Prospects to Buy Now
An article of 578 words for technology sales professionals with a focus on: in these trying economic times, sales have slowed down considerably - people just do not want to spend any money. So how do you motivate your prospects to buy your technology solution from you now? Read this article to find out how.
#45 Are You Making It Hard To Buy From You?
An article of 826 words for technology sales professionals with a focus on: without realizing it, you could be slowing down a sale or even preventing the possibility of a sale, even if a prospect desperately needs the technology solution you are offering. Ask yourself the five questions in this article and you will soon find out if you are.
#46 Five Strategies To Minimize Risk
An article of 666 words for technology sales professionals with a focus on: no matter how good your technology product is, if you are perceived as risky, your prospect will not buy from you. Implement the five strategies explained in this article and your prospects will see you as the lowest-risk solution
#47 Are Your Presentations Losing You Sales?
An article of 862 words for technology sales professionals with a focus on: amazing as it may seem, your presentations could be the reason you are losing sales. Read this article to see if this applies to you. You'll be able to easily tell.
#48 Questions That Sell Technology
An article of 627 words for technology sales professionals with a focus on: changing your focus from making sure you have all the right answers to your prospect's questions, to instead focusing on making sure you have all the right questions. Asking the "right" questions will progress the sale and you won't need so many answers!
#49 Are You a Chameleon When Selling?
An article of 579 words for technology sales professionals with a focus on: when you last spoke to a prospect, did your words specifically change for that person, or did you simply say what you always say? You see if you adapt your words and conversation to the person you are talking to - if you act like a chameleon - you will sell more of your technology solution.
#50 What Selling Technology Is All About
An article of 770 words for technology sales professionals with a focus on: how you define selling will determine your resistance to selling and how much resistance you get from your prospects.
#51 Appreciation A Persuasive Sales Technique
An article of 642 words for technology sales professionals with a focus on: appreciation as a very persuasive sales technique. Appreciation is proven beyond doubt to increase technology sales and referrals.
#52 Coffee Shop Selling
An article of 602 words for technology sales professionals with a focus on: how to have meetings with your clients and prospects so it as enjoyable as having coffee with a friend.
#53 Is Your Enthusiasm Losing You Sales?
An article of 620 words for technology sales professionals with a focus on: enthusiasm which is critical when selling. Having said that, your enthusiasm can attract or repel prospects. So how do you ensure it attracts prospects?
#54 How to Fill Your Sales Pipeline
An article of 718 words for technology sales professionals with a focus on: helping you if you are constantly looking for prospects. Just imagine that instead of you having to look for prospects, they contacted you when they are ready to buy. This is possible.
#55 How To Increase The Probability Of A Sale
An article of 775 words for technology sales professionals with a focus on: simple and mostly overlooked way to increase the probability of your making a sale. In fact, you can encourage your prospect to choose you BEFORE you ever talk about your technology solution.
#56 How To Increase The Probability Of A Sale
An article of 720 words for technology sales professionals with a focus on: how to double the value of all the sales you are working on right now. What would that be worth to you? Amazingly, it can be done! It's really not that difficult if you follow the three important steps outlined in this article.
#57 Persistence Sells With The Right Intent
An article of 583 words for technology sales professionals with a focus on: are you persistent in your efforts when selling your technology solution? Or do you resist being persistent because of the bad impression you think you might make? Read this article to find out how to be persistent in a way that you feel comfortable and in a way that sells technology.
#58 5 Reasons Why Persuading Prevents Sales
An article of 633 words for technology sales professionals with a focus on: if you think selling is all about persuading and convincing, it will lose you sales. There are 5 reasons why.
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