Sales of information technology involves a distinct set of challenges. It’s frequently a lengthy sales process that involves tenacious follow-up, prospect education and motivation, large-scale investments, and various decision-makers. Simultaneously, the sales environment for information technology is growing more competitive, and IT products are becoming commoditized.
With our information technology sales training, we can help you unlock the sales potential of your team, whether you’re selling a breakthrough new technology, a combination of tech products and services, or highly competitive information technology offers. We’ve worked with lots of information technology and IT services firms to assist them improve sales and income. We can do the same for you.
There is no other industry that evolves as quickly as technology. Your IT salespeople must adapt to a continuously changing selling environment, as well as customers that are more educated and knowledgeable than ever before. Long sales cycles, big buying committees, and competition from lower-cost offshore providers are just a few of the challenges your sales force must overcome in order to succeed and fulfill revenue targets.
IT salespeople must not only have a thorough grasp of the products and services they sell, but they must also use consultative selling approaches to build trust and explain value to C-Suite decision makers. Successful salespeople must be able to integrate technological knowledge with commercial acumen and sales strategies in a way that gets the ‘pitch’ across to potential clients in a way they understand.
Our experienced instructor-led information technology sales training programs teach sales people how to stand out from the competition, overcome objections, build business connections with high-level decision makers, and cut the sales cycle short to clinch more deals.
A customer-focused sales methodology enables salespeople to respond to buyer scenarios in real time based on their specific circumstances. During our sales training sessions, your sales team will learn to understand distinct buyer types and motivations, and change their communication techniques to match each member of a buying committee’s concerns and needs.
Your sales agents will also learn the sales techniques that will allow them to build the value of your products and sell consistently at premium pricing with our bespoke information technology sales training—even as competition grows and budgets tighten.
More specifically in taking part in information technology sales training from Pearl Lemon Sales, your salespeople will learn to:
The ability of your salespeople to portray themselves as expert consultants determines how well your company performs in sales. A consultative sales method allows salespeople to build trust and credibility while also improving your company’s reputation as a service provider.
Consultative selling can be especially challenging in the information technology field as making the technical terminology they may be used to using and making it relatable and understandable to non-technically minded prospects while still communicating how it solves their problems and addresses their pain points is a delicate balance many struggle with. Our information technology sales training will help your salespeople learn how to achieve that balance.
Multiple decision makers and diverse degrees of user participation are involved in today’s complex selling environment. Your salespeople will learn to recognize different types of behavior, improve interpersonal skills, and change their approach to sell in the manner the buyer wants to buy.
Selling intangible solutions necessitates skilled value-building skills and the capacity to persuade consumers that their service is urgently needed. Your sales professionals can uncover wants and needs and provide unquestionable value to your prospects and customers through a buyer-focused sales approach that our information technology sales training will help them develop and hone.
The chances are that you employ both salespeople and sales managers who can benefit from our information technology sales training. The reason for this is that every sales training offering we create is a bespoke, tailored to the client offering. This means that we can offer salespeople the training they need, according to their current abilities, as well as specific sales management training for those charged with supervising them.
All too often, IT sales managers are promoted from the sales team pool based on their great sales performance but lack the sales management experience they need to do the best possible job. Worse still, no provisions are in place to provide them with it, they are expected to ‘learn on the job’. It’s little surprise then that sales manager turnover in IT can be high.
As a part of Pearl Lemon Sales IT training offerings, we offer specific information technology sales management training for both new and established sales managers. This training helps fill gaps in sales manager knowledge and introduce them to new and innovative techniques that will boost their performance in every aspect of their job.
Every IT product or service is unique. Every company that offers them is different. The target audiences they sell to are different, and the salespeople themselves all have their own skills and styles they bring to the table. With all this in mind, how could one-size-fits-all information technology sales training ever work?
While each IT sales training program we offer covers many of the same topics, no two are ever the same. Every business and sales team has different needs, skill levels, and sales pain points to address, therefore we customize a training package for each client we work with.
This extra effort is just one of the numerous characteristics that differentiates our sales training.
Contact us today to learn more and to explore how Pearl Lemon Sales’ information technology sales training could be the missing piece in your IT business’s success puzzle and provide the long-term sales boost you need not only to survive in this competitive industry, but to thrive.