The Promise of Technology is Intangible

Intangible sales are technology-enabled solutions. People don't purchase machines; they buy what they can do with them. Because most salesmen consider technology to be physical, they concentrate on its functioning. Customers only care about the intangible results that technology allows. Exceptional sales people realize this. The primary aspect in determining a salesperson's performance is a difference in perspective regarding the nature of technology.

Abstract notions are brought to life through technology. The more hypotheses that are turned into reality, the more powerful technology becomes. In my automobile, for example, there is a computer chip that helps me drive better. Much quicker than I can detect, the computer chip detects the automobile beginning to skid on a patch of ice. It transmits instructions to the anti-lock braking system automatically, so the car reacts to changing road conditions before I even realize there's an issue. This straightforward program enacts notions from the fields of physics, mechanical engineering, human perception, and computer software. To describe how it all worked would take a long time. Technology Write for Us blog category is a great method to share your knowledge and experience with others.

The bigger the abstraction, the more advanced the technology. It takes more than merely mentioning advantages to sell abstractions. It's all about connecting the technology's capability to the intended end result, which is the technology's intangible promise. When I grasp how the car's computer-controlled anti-locking technology helps my driving, I can appreciate its usefulness. I don't see the value if the dealer just explains anti-lock brakes. I won't trust her if she tells me I'll be a better driver but doesn't explain how. Before I can value technology, she must help me comprehend the link between how it is applied and the outcomes that are essential to me.

Selling the value of your technology.

The core of selling value is the transformation of abstract theory into practical implementations that provide strategic advantages. When a consumer feels that the technological solution will assist them in achieving their goals, value is produced. You must link the customer's learning process with their decision-making process to develop their belief.

The salesman must deliver the proper information to the consumer at the right moment. It must also be done in a way that raises the customer's impression of need, eagerness to buy, and appreciation of the solution's value addition.

When we include the constant rate of change that comes with every technology solution, the information puzzle becomes much more complicated. It becomes nearly hard to keep current and knowledgeable about the answer as technology advances and its applications increase. The body of knowledge that a salesman uses to offer a technological solution is always changing. Products change with time. Old technologies are being phased out in favor of new ones. The products of competitors change. Markets are speeding up. Each modification has ramifications for how clients buy and how to market the solution most effectively.

It's difficult to stay on top of all the aspects that impact a technology transaction. It's difficult enough to keep up with the always-changing information. Its complexity is increased tenfold by the fact that you must synthesize knowledge into strategically scheduled, client learning experiences that establish credibility and value. It's no surprise that sales superstars earn so much money!

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