With the economy how it is at the moment, the prospect of trying to sell anything to anyone is quite daunting. One of the most difficult industries to generate sales in is the technology industry.
A big part of the reason for this is that information on products is so easily accessible that quite often a prospect will know just as much about a product as the salesman. The technology consumers of today are far more sophisticated and well informed buyers than what they were five years ago.
This means that sales pitches that consist of nothing more than a list of the solutions functions will most likely do nothing more than annoy a prospect as the chances are that they will have researched the product beforehand of they have shown an interest in it.
The fact that there are so many programmers and software developers with the skills to constantly be creating new products and solutions, or (as is quite often the case) duplicate existing technology and perhaps slightly alter or improve it is also a key factor in the difficulty of technology sales.
The reason that this is making the sales process more difficult is that as more and more technology developers replicate software and make it their own, the solutions from different technology companies seem more and more similar to consumers and so they will most likely end up choosing the cheapest one.
What if there was a way to create enough value for the customer that price was no longer the deciding factor? Getting the most for their money — that’s what buyers are after, aren’t they? Is it possible that if a seller could actually create real value in the sales process, customers might be less interested in price and more willing to pay a premium?
One thing is certain, if you are like most technology companies, reeling off sales pitches day in, day out that are simply based on the features and functionality of your products, then the only thing youre achieving is pushing the prospective customer back to the price. So how can technology companies make themselves stand out?
In order to compete on another level than price, you should not put all the emphasis on what youre selling, but how youre selling it. The technology industry seems obsessed with PowerPoint, probably more so than any other industry. And all PowerPoint does is describe. Are your clever animations and graphics all that much better than everyone elses? In the competitive marketplace of today, value doesnt lie in the hard sales of products, but in the way in which theyre sold and acquired.
Be The First To Comment
Related Post
Please Leave Your Comments Below