Nailing A Technology Sale<br />The mistake I used to make selling a technology solution and what I learned…<br />Richard H...
WHY DOES IT MATTER?<br />
EVERYONE SELLS TECHNOLOGY<br />Have you ever explained why someone should use a solution or tool?<br />“What do you do?”“I...
TECHNOLOGY IS COMPLICATED<br />
SELLINGREQUIRESUNDERSTANDING THE VALUE<br />
WHY PEOPLE BUY<br />People will only ‘buy’ something when they understand the value in buying it.<br />
SO HOW DO YOU SELL?<br />Clearly communicate the value of what you are selling.<br />
WHAT WAS MY MISTAKE?<br />
I was focusing on the Solution or the Tool and they did not understand the valueof the “Hammer” I was trying to sell<br />
I realized that if I focused on their problems or “Nails” that they had been hitting their head against they could better ...
IT’S NOT CALLED HAMMERING THE SALE…<br />
IT’S CALLEDNAILING THE SALE.<br />
Thank You!<br />To hear more of the things I have learned, or my thoughts on technology feel free to visit my blog at: <br...
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Nailing A Technology Sale

This presentation was something I whipped up in 15-20 minutes for a Microsoft session I was at. I needed to build a presentation that would take less than 5 minutes to present. It is about the complexity of technology and a simple trick to ensuring successful application, sale, and more importantly effectively solving problems for real customers and clients.
Published on: Mar 3, 2016
Published in: Technology      
Source: www.slideshare.net


Transcripts - Nailing A Technology Sale

  • 1. Nailing A Technology Sale<br />The mistake I used to make selling a technology solution and what I learned…<br />Richard Harbridge<br />
  • 2. WHY DOES IT MATTER?<br />
  • 3. EVERYONE SELLS TECHNOLOGY<br />Have you ever explained why someone should use a solution or tool?<br />“What do you do?”“I work with Technology”“What Technology?”“I develop/administer/architect/support XYZ.”<br />“What is XYZ?” (and why does XYZ matter?)<br />
  • 4. TECHNOLOGY IS COMPLICATED<br />
  • 5. SELLINGREQUIRESUNDERSTANDING THE VALUE<br />
  • 6. WHY PEOPLE BUY<br />People will only ‘buy’ something when they understand the value in buying it.<br />
  • 7. SO HOW DO YOU SELL?<br />Clearly communicate the value of what you are selling.<br />
  • 8. WHAT WAS MY MISTAKE?<br />
  • 9. I was focusing on the Solution or the Tool and they did not understand the valueof the “Hammer” I was trying to sell<br />
  • 10. I realized that if I focused on their problems or “Nails” that they had been hitting their head against they could better understand the value of my “Hammer” (Solution/Tool)<br />
  • 11. IT’S NOT CALLED HAMMERING THE SALE…<br />
  • 12. IT’S CALLEDNAILING THE SALE.<br />
  • 13. Thank You!<br />To hear more of the things I have learned, or my thoughts on technology feel free to visit my blog at: <br />http://www.rharbridge.com<br />Hope this helped someone,<br />Richard Harbridge<br />@rharbridge<br />

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