This is a blog where I will share my thoughts on Technology, Technical Sales and Technical Demos. I have spent over 30 years working in and with technology, helping people to understand what and why they should buy. All Sales, especially Technical Sales is situational, so there are solid foundations, but no absolutes. I will contradict myself from post to post on what you should do in the sales process. This is by design. This is where my thoughts should make the readers stop and think, Hmmm.
Friday, May 27, 2011
Selling the drama
When you are making your sales pitch is it 100% fact based? Simple ROI and cost analysis? You may be leaving a lot of money on the table by not meeting other needs as well. I know you are saying no and shaking your head, facts are facts and it makes logical sense. Well, it makes sense to you and me, but not everyone buys that way.
You can take the facts and figures and weave them into a story that works on every level for your clients. Letting them know, not only how the solution meets their requirements, but their culture, processes, mindset, industry, you have a better chance of getting the message across to them that your solution is the best solution.
So go ahead, sell the drama of their situation and how you can meet and exceed their needs.