Selling to someone is somewhat nerve wrecking and they could be annoying our they would think they know what they are talking about but really they don’t. Even for technology for geeks and non geeks there are two useful reason. You’ll develop a greater appreciation for what your non geeks colleagues don’t know about you. You’ll acquire a more formal sense of what your technical colleagues need when making purchase decisions.
Selling thing to a geek can be hard because writing code , designing, system, and troubleshooting technical problems is precisely what makes us such a challenge to sell to. It’s a lot of things that we would already would know to get ahead of others. for non geeks selling to geeks, we might seem overly cautious, nit picky, risk averse and paralyzed by analysis. There are ways that could help you to get you notice to geek to try to sell something to them. Geeks really do see the world differently than most people. So you really have to get yourself out of the box that you are in and think more like a geek. Though different, geeks are predictable. A few slight adjustments to tried and true sales strategies will greatly increase the likelihood of your closing important deals with use.
Geeks have emotion through reason like everyone else needs to feel moved to make a buying decision. Most people trust their own intuition their emotionally driven insight of unknown origin but not geeks Geeks emotions and intuition like everyone else, but prefer to test our intuition rather than trust it. To access emotion from a geek through reason. You can trigger positive emotional responses from geeks as long as you remember that sound reasoning makes us feel good. If you handle these questions as if they were objections rather than explorations of risk, you’re likely to alienate geeks, since taking a defensive stance during risk management leads to us to believe that you’re trying to hide something rather than help us analyze the suitability of your
What a problem statement is not As a geek being sold to, I’ve noticed that there are three common ways that salespeople try to highlight problems that always fall flat. A fact is not a problem. The simple statement of a fact without contest is not a problem. The absence of a solution is not a problem I have a similar response when someone frames my problem as the absence of some sort of solution.
How to Create a motivating problem statement. There are three features of problem statements that can make them compelling. The clarity they provide, the value that solving them yields, and the fun of problems solving itself.
Value As with most people, geeks can be highly motivated to work on a particular problem because the results are important. this may be measured by something objectively variable like monetary impact. Rather than trying to obviate our need to do risk management, participate in it freely. Geeks can show excitement, geeks express enthusiasm quite differently than other people. in fact, the times when we are most enthusiastic about your offering are probably the moments when feeling that we are being most negative and critical.
Selling to someone different like a geek is that they are like everyone else. In reality, they are in a different mindset as everyone else and would take things in a different way. When you learn to recognize how the archetypal geek thinks and makes decisions, you can adapt your approach to improve your results. You’ll feel more powerful and less frustrated, thwarted, and confused for geeks.