Modern technology sales aren’t about the features and functions of a product. They’re about how the product solves your customers’ specific business problems.
To help you understand what those business problems are before you even make your first pitch, use a technology sales assessment. These assessments help you focus on the right solutions for your customer, making the sales process straightforward. This blog post looks at technology sales assessments and how to make sure your assessment process is as smooth and successful as possible.
Technology sales assessments provide a way for you to assess the technology needs of your potential customers. Unlike technology audits, they’re a lightweight selling tool to help you better understand your customer’s business and the specific problems they’re trying to solve.
Conversely, technology audits are more comprehensive because they focus on product features and functions. These audits are often confusing and can slow down the sales process because they might include information the customer doesn’t need. They aren’t ideal for sales professionals who need to move deals quickly and efficiently through their pipeline.
Use technology assessments to better understand and focus on your customer’s technology needs. They give you a chance to build rapport and establish trust between your company and your potential buyer.
Technology sales assessments aren’t one-size-fits-all because you should tailor them to your customer’s specific needs. However, you can generally expect to find the following items in a technology sales assessment:
To make sure your assessment process is successful, follow these practices:
Besides helping you build a stronger relationship with your customers, technology sales assessments have the following benefits:
Clients appreciate when you tell them what they need to do to improve and run their businesses more effectively. IT sales assessments solidify your business connections and add an emotional touch to those relationships.
Learn about your customers’ business problems before you make your first pitch by conducting a technology sales assessment. To ensure a smooth process through the technology sales assessment process, use a sales acceleration tool, like the one from Zomentum, to help you. It offers everything you need, including audit templates, digestible analytics, and a do-it-yourself proposal builder based on your assessment intelligence. Request a free demo.