By Steve Riat, director of sales and an HTG Peer Groups member, Nex-Tech
If you have positioned the sales solution, are qualifying and closing, yet still losing opportunities, this is the step you may have forgotten that will lead to wins against even the most aggressive competition.
The majority of my life has been spent selling forms of technology through educating customers and suggesting products that add value to their business. After observing salespeople in the technology field, it became apparent that they are focused on the speeds and feeds, price, and/or installation. While these are important components of the sales process, many times the key sales step is forgotten — helping the customer make a purchasing decision.