My pet hate is a sales staff have not yet mastered their topics. Most of the time, when a salesperson tries to vote for me, as a potential customer for products or services, (my eyes, the sales staff at least guess), I always tried to ready the beaten track.
I noticed only a few sales staff has been proved to the booklet, and then send a mission, trying to convince people to buy products or services. Have you ever been under this impression? I'm sure you will. Is not only some of their outrageous, they are a waste of my time, when you think about their own time.
Now, when it comes to the IT world, I have seen the nuts and bolts - and precious stones. Just with a set of technical specifications, and hope that I have found a hidden gem, I am eager, charming salesperson happens to know my boss, I hope the guy I bought. To make matters worse, I've seen who the salesperson is to make the whole it is trying to "back up in a corner of my" parameters "Cloud computing is a new way to, did not you noticed that?"
Back to the technical specifications of the guy, it always makes me feel surprised how to present very detailed information, I hope my "ideas" in my own system, then give me "I have a ready answer to ask this question the answer to my high-tech guy. " You challenge me on my own system of knowledge, I wish I could find a way to introduce your solution, and then not be able to back it up? Is a serious guy. You have not before the completion of trying to convince me your homework, then you want I can buy you?
In fact, most cloud computing sales staff is missing is one simple thing: they have forgotten to focus on how cloud computing can help to solve specific problems, I now have. Do not pretend to be who knows it, all of the IT master chance, you say to a person who fully masters of our own system. Well, you may be cured, I have a painful solution, so tell me how: Most of the people you are trying to sell to or do not care about its cloud computing (or any other general-purpose and stylish name, you may will be used), they want to know what is simple: it is how to solve their problems?
They have a problem, reducing their IT CAP-EX? To show them how cloud-based solutions to reduce the initial investment to move through the pay as you go system for servers and software expenditures. They are eager to seek a solution that will enable their workforce is mobile? To do a demonstration on how you can from your mobile device (smartphone or tablet). They strive to maintain a high degree of fault-tolerant system and a reliable backup system? To remind them of your cloud-based solutions have built-in redundancy.
Summary as a salesperson, you have to retrieve the basics, even if you are selling the country's most advanced cloud-based solution: show your potential customers how your solution is to solve a specific problem, they want to be solved, rather than blindly throwing in their cloud.
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