Voici comment vous pouvez exceller dans un domaine technique spécifique pour briller dans la vente technique.

In my experience if you say your an expert and speak in technical jargon automatically sows doubt in the eye of the customer. They may not know what the jargon means, but everyone can spot it when someone is using it as a crutch. If you master the basics, you'll be able to explain, in plain english, what the technology does. I've always coached my teams that they need to know the technology well enough so they don't need a computer, slides, or a demo to explain what it does. Most times I get a lot of freaked out looks, but if you boil it down, you don't want to wait to explain your technology in basic terms when the opportunity shows itself. And when it does you will most likely not have your slides, computer, or demo ready to go.

In my experience, technical sales requires a solid understanding of the product you're selling. Being an expert in your field is a significant advantage if leveraged correctly with the appropriate contacts. It's not always necessary to dive into technical details with the customer or buyer; instead, focus on what matters most to them, such as references, pricing, or certifications. Your technical expertise can help you gain support from the technical team, who will advocate for your solutions over the competition.

In my experience, staying updated on the latest technologies and keeping an eye on the competition has been essential in technical sales. It's something I've found to be a game-changer. Being knowledgeable about new advancements not only boosts my confidence but also allows me to connect with customers on a deeper level. It helps me anticipate their needs and offer solutions that genuinely stand out. By understanding what the competition is up to, I can position our product more effectively and have more meaningful conversations that resonate with what really matters to them.

You customers are looking for a solution, but they are also looking to you as a subject matter expert. They want to know how the latest trends in industry will impact your technology and how it's going to work for them. Perfect example is AI. Every customer that I've spoken to in the last two years will at some point in the conversation ask how AI is going to impact things. So much so that I often have a section in my presentation to cover the latest trends and their impacts. Yes, it is a lot of opinion, but the customer is looking for the point-of-view so keep up on the trends, it will differentiate you from your competition and show you wanting to be a partner, not just a sales person.

Being a specialist in the field has played a vital role in my success in technical sales. When you're recognized as an expert, it sets you apart from the competition, especially those who rely on generalists. Personal branding as a specialist not only builds trust but also positions you as a go-to resource for customers. It creates an added layer of credibility, making it easier to engage in deeper, more meaningful discussions about the complexities of the product and how it can solve specific problems. This expertise helps in building stronger relationships and gives you an edge in a market where being a knowledgeable advisor can make all the difference.

Smart networking on LinkedIn has been invaluable for me in connecting with relevant and interested parties in my field. By strategically building my network, I'm able to engage with industry professionals who are genuinely interested in the same projects and advancements. Sharing posts about our company projects and the latest technical developments not only keeps my network informed but also positions me as the go-to person for projects in this space. It’s a way of showcasing my expertise and staying top of mind when opportunities arise, making it more likely that people will reach out to me first when they need someone with my specialized knowledge.