Communicating the Value of Technical Products

Description

Technical salespeople are extremely valuable because of their ability to dive into the details of your offering at critical points in the sales process.  However, technical resources typically struggle to win over non-technical buyers who don’t know or care about the inner workings of your technical products.

This working session is designed to help technical salespeople get out of feature-function, product-centric language when discussing technical products and services with your prospects.  To goal is to teach the seller to understand the buying language of key non-technical buyers and influencers.  Activities include:

• Taking inventory of all the value drivers of your technical product or service
• Identifying the unique buyer types within your typical customers’ organizations
• Crafting audience-specific value propositions for each distinct buyer type
• Role playing as different stakeholders in the sales process to understand their unique perspectives

Outcome

After this workshop your technical sellers will be on the same page as your non-technical buyers. They will be able to communicate value propositions tailored for each distinct non-technical buyer in your target accounts.  They will emerge from the workshop with a new engagement strategy for at least one key account, and the specific language and/or scripts for dealing with multiple parties therein.  Their new sales skills will be applicable immediately and can be visibly measured on their very next account call.

Duration

1 day

Participants

Sales executives, technical sales managers, and technical salespeople

Contact

For more information, please contact: info@gtmpartners.com