In today’s fast-evolving world of technology, the role of the tech sales professional is critical in bridging the gap between companies looking to move with the times and effect a digital transformation of operations, and those with the expertise to assist them.
You most definitely need to have good product knowledge – how your product can be applied to the client’s business. You need to be able to explain the functionality and answer any questions. You also need to know what your company’s fulfillment and turnaround times are, and how quickly can you commit to installation and training. Customers are looking for honesty. Over-promising and under-delivering are definite no-no-nos.
Allow the client to express any concerns or misgivings – it might be around the product or the price, and you need to know how to counter the former and what kind of room, if any, you have to negotiate the latter. Above all be consistent and transparent.
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