The author used to make the mistake of focusing on the technology solution or tool when selling, rather than explaining the value it provides in solving the customer's problems. He realized that by understanding the customer's challenges and pain points, called "nails", the customer could better understand the value of the solution or "hammer" being sold. An effective sales approach is to focus on nailing, or solving, the customer's problems rather than hammering the sale of a particular technology.

1. Nailing A Technology Sale The mistake I used to make selling a technology solution and what I learned… Richard Harbridge

2. WHY DOES IT MATTER?

3. EVERYONE SELLS TECHNOLOGY Have you ever explained why someone should use a solution or tool? “What do you do?”“I work with Technology”“What Technology?”“I develop/administer/architect/support XYZ.” “What is XYZ?” (and why does XYZ matter?)

4. TECHNOLOGY IS COMPLICATED

5. SELLINGREQUIRESUNDERSTANDING THE VALUE

6. WHY PEOPLE BUY People will only ‘buy’ something when they understand the value in buying it.

7. SO HOW DO YOU SELL? Clearly communicate the value of what you are selling.

8. WHAT WAS MY MISTAKE?

9. I was focusing on the Solution or the Tool and they did not understand the valueof the “Hammer” I was trying to sell

10. I realized that if I focused on their problems or “Nails” that they had been hitting their head against they could better understand the value of my “Hammer” (Solution/Tool)

11. IT’S NOT CALLED HAMMERING THE SALE…

12. IT’S CALLEDNAILING THE SALE.

13. Thank You! To hear more of the things I have learned, or my thoughts on technology feel free to visit my blog at: http://www.rharbridge.com Hope this helped someone, Richard Harbridge @rharbridge