Sales Rep. or "Technology Consultant"

Many if not most of your sales staff present themselves to their clients as being a Sales Rep. The problem with being a Sales Rep. is that you imply to the customer you want to sell them something. The customer does not want to be "Sold" to.

The customer does however want to be helped and taken care of. That's why it is absolutely vital to present yourself as a Technology Consultant. From the very beginning, reaffirm you are there to consult with them about any technology problems or issues they may be having. It is your job to find out what they need and then apply technology to take care of that need.

Below, I have listed a few important steps to get the customer to trust you as a "Technology Consultant"

• Do a Web study on your customers business. This will give you ideas and possible questions to ask that can help you determine if any opportunities exist. If you do this you will present yourself as a knowledgeable expert consultant.
• Don't go to your first meeting with the preconceived notion you are going to sell them a particular service or product.
• Express to them that you are a "Technology Consultant", and you will take a global approach to their technology needs. As part of this process you need to look at all aspects of their technology including a review of their connectivity bills.
• Interview the customer to find out any technology problems or issues they may be having. Ask as much as you can about their technology. This will give you a list to work off of to form a "Project Overview".
• Let them know you need to go back to your office and review your notes and put together an overview with solutions to their technology problems and issues.
• It would be a good idea to change your business cards to include that you are a Technology Consultant not Salesperson or sales Rep.
• If you are truly a "Technology Consultant". It will be easier to close the deal if you help the customer solve their technology issues.

About Northwest Datacom

As agents for a wide variety of connectivity providers, Northwest Datacom provides it's interconnect partners affordable voice and data connectivity solutions. This gives them the ability to sell more hardware and services by cost justifying their customers purchase, therefore eliminating the risk of buying.