I sell industrial automation technology for a living. I could write a book on this subject. Really difficult to put into words in a few paragraphs. I’d just sa

I sell industrial automation technology for a living. I could write a book on this subject. Really difficult to put into words in a few paragraphs. I’d just say this: Know your customers, know the market, know their needs, know their challenges. Ask yourself: what are you solving for? The answer is your value proposition. Your value proposition depends on the customer, but you should be targeting a market with similar needs. “SPIN selling” is a good framework. You must establish “common ground” with customers. It’s how you build rapport and show you understand their needs and demonstrate your competency and expertise. Technical sales is all about problem solving. It’s idenitfying problems (known or unknown to your customers) and introducing solutions that add value to their organization, the product, or the person. Understanding your customer, their environment and needs, and establishing common ground is essential for identifying and introduction technical solutions. Feel free to email if you’d like to discuss the philosophy of technical sales in more depth: tranchms@icloud.com