Technical Sales Should not be Technical
© 2011, David Stelzl
Tag: IT
Custodians are Important
Custodians are important. Imagine how your office would look if no one ever cleaned up, took out the trash, vacuumed, or wiped off tables after an all day board meeting. It would be disgusting. Things would get so bad after just one week that you would probably move your office back home. Influencers in the […]
Blowing the Big Meeting – Here’s How.
How will you get to the right people? This is the question every sales person should be asking and it seems to be the focus of just about every sales training program or methodology. Several years ago I had been working to get a meeting with a large healthcare organization in the southeast. Our team […]
Demotion!
Influencers may be buying features, but budgets are being approved to buy one of the four things. When sales training programs urge sales to call high, they are asking them to talk business-to-business people, and these four things should be central to the discussion. When they’re not, the discussion is short, often hijacked by a […]
Thoughts on Power Point
When do you use Power Point? As far as sales calls go, I am not a Power Point Fan. While PowerPoint is a powerful tool when used incorrectly it can put an audience to sleep, kill discussion, and alienate your audience. On the positive side it gives a sales person the ability to display diagrams […]
Making Money with Security: Another Great Question from this week’s class
Here’s a great question on Getting Your Message Out – becoming an Adviser, from this week’s Making Money with Security workshop (Virtual). Question: You gave some excellent information on what to say and do when you are in front of the executives/asset owner…when communicating by email and by other electronic means… You mentioned that sound […]
Real World Stuff from our Making Money with Security Class
The fastest way to inculcate the concepts from our Making Money with Security Class is to try it. Last week I had opportunity to interact with one person attending the 3-day virtual class currently in process… He writes, “I thought I would try to apply some of the nuggets I have learned this week, in […]
Being Nice and Losing Big
Here’s a great example showing just how much you lose when you discount services or consulting efforts. Let’s assume you quote a job, fixed price, but calculated by estimating your time. Here are some considerations you use in your quotation process: 1. Engineering rate: $150/ Hour. (example rate). 2. Company’s published burden rate: $75/ Hr. […]
12 Things that Define Consultative Sales People
Twelve things that define a consultative sales person 1. They improve the client’s position – a business level improvement. 2. Product is never the business driver; it is simply a tool being used in the improvement process. 3. Money is not at the center of negotiations, likelihood of successful improvement is. 4. Discovery is an […]
When Calling High is Painful
Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt. When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]
