Episode 404: Simple Ways to be Better at Technical Sales

No matter what industry you're in, selling can be a tough gig. But when you're selling complex technical products, it can be even tougher. That's where Joe Chandler comes in. Joe is the Vice President of Sales at Broudy Precision, a leading provider of HVAC and Smart Building Controls solutions. In his more than 20 years in the business, Joe has closed some of the biggest deals in the industry—and he's here to share his secrets. Find Your Niche  The first step to becoming a successful technical salesperson is to find your niche. What are you passionate about? What do you know the most about? Once you've answered those questions, you can start to focus your efforts on selling products and solutions within that niche. Not only will this make it easier for you to sell, but you'll also be able to build up a reputation as an expert in your field—which will make it easier to close deals. Develop New Accounts  Once you've found your niche, it's time to start developing new accounts. This can be done by attending trade shows and conferences, networking with potential customers and keeping an eye out for newsworthy projects that might need your products or services. And don't forget about social media! Platforms like LinkedIn are great for finding new leads and connecting with potential customers. Grow Business with Existing Customers  It's important to nurture your existing relationships as well as develop new ones. After all, it costs five times as much to acquire a new customer as it does to keep an existing one happy. So how do you keep your customers coming back for more? By providing them with excellent customer service, staying up-to-date on the latest industry trends, and offering them competitive pricing—to name just a few things. Offer Time-Tested Tips and Strategies  If you want to be successful in technical sales, you need to have a few tricks up your sleeve. And luckily for you, Joe Chandler is full of time-tested tips and strategies that can help you win more sales. Here are just a few of his favorites: - Always be prepared: Before meeting with a prospective customer, make sure you're fully knowledgeable about their specific needs and requirements. The last thing you want is to be caught off guard during a meeting!  - Be flexible: In the world of technical sales, things can change quickly—and you need to be able to adapt on the fly. Whether it's a change in the product specifications or a last-minute price increase from the manufacturer, being flexible will help you close more deals.  - Stay organized: A well-organized salesperson is a successful salesperson. Make sure you have all of your ducks in a row before heading into meetings or making calls so that you can focus on closing the deal instead of scrambling around trying to find information.  Conclusion:  By following Joe Chandler's tips for success, you'll be well on your way to becoming a top technical salesperson in no time! So what are you waiting for? Start putting these tips into practice today and watch your business grow by leaps and bounds.