In today’s competitive high-tech markets it is very common for technical professionals to find themselves in a selling role — falling into common traps like focusing on ineffective feature-and-benefit selling, talking overly-technical to C-level executives, giving away valuable unpaid consulting advice, and spending too much time with prospects who will never buy.
Additionally, salespeople often present a solution when a prospect isn’t ready to buy, or has little or no authority to make a decision. Most importantly, technical sales reps tend to talk too much and don't listen to customer’s needs.
Here is a list of just some of the companies we’ve provided sales and management training within the IT, software, telecommunications, engineering, automation, systems integration, and process controls industries. To learn how we can develop customized solutions for your organization to tackle your specific sales challenges, call Paul Cherry at 302-478-4443.