Articles
Below are some of the articles that have been published in our Technology Sales Conversation newsletter.
Also our article "Three Key Strategies For Technology Companies For Handling Price Negotiations" was published in the AeA TechLine April Magazine and also in the WITI (Women in Technology International) Strategist 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 it’s 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 you’re 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 prospect’s 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. It’s 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 (What’s 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 what’s 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. It’s easy to correct selling the wrong thing once you know what it is and what you should be focusing on selling instead.
#27 — Don’t 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 you’re 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.
Would you like to read one or two articles from the above list? If so, please complete the form below.
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