Not really!! The process of selling them is the same as for selling anyone else. Their pain may tend to be different … but then everybody’s pain is different. Don’t make the mistake of being intimidated by the technical people you might have to meet with. Ask them what their issues are, then ask them why that is important or how it affects their operation, etc. and pretty soon you will have their pain. If they need an explanation of how you solve the problem then you can bring in the right expert to explain it to them. As all salespeople know, bringing in the technical people too soon can derail the sale as they devolve into geek-speak and pain is nowhere to be found.
Is selling to technical people different?
February 12, 2015 by
