How automatic dispensing machine technicians become successful salespeople

Many engineering companies and companies that provide technical products and services have had headaches for finding talents who know both technology and good sales. Most tech salesmen do not have a good technical background. Worse, many technology sales are more like salespeople than professional technical solution providers. As a result, most companies cannot meet their technical sales targets. They are very confused and how can they improve sales performance?
From another point of view, as technical personnel, including project managers and engineers, are more willing to deal with machines, and do not like to deal with people, think of sales is even more difficult. Asked whether the senior management of some companies had thought of training technicians as technical sales, they all denied this idea. The reason is that they think that it is harder to train technicians into sales than sales.

However, studying the situation of some successful large multinational companies will find that many successful technology sales have been excellent technical personnel. The question is how to make the process of transition from technical personnel to sales smooth and painless. Understanding business issues According to the report of the human resources company Chally, the big dissatisfaction among corporate customers in transactions between companies is "you don't understand our business." Therefore, if you want to successfully transform technicians into technology sales, Instead of letting them adapt to sales, they let them know about the customer's business. Happily, many technicians are very much in favor of the concept of “understanding customer business”. Many technicians are promoted to management positions by participating in MBA training or participating in company business meetings and participating in related businesses. The technical staff who understands the business business needs IT programmers. In the past, programmers were indulging in cool software programs, databases, etc. They didn't need to understand the customer's business. Later, as the IT industry and communications industry merged into the IT communications industry, programmers were pushed to the forefront of the business. They do not hide behind the desk to program. They also need to meet customers, understand their needs and provide them with guidance that will help improve their work efficiency. The transition from a pure technician to an "e-commerce consultant" is a slow, tortuous, painful process. However, many IT professionals now understand the business needs of customers and provide innovative technology solutions. Since many programmers can understand the customer business well, the technicians in other industries can also do it. The problem is how to do it?
Training Technicians If you really want to transform today's technicians into tomorrow's excellent technical sales, the guidance is as follows:
1. In your team of technicians, to understand who prefers to deal with people, the important thing is to help others solve problems.
2. Tell them that you will entrust them with important tasks and provide better solutions to the problems encountered by customers.
3. Talk to the selected technicians about what they are doing, ask them what they are trying to solve for their customers, and whether they have proposed some better solutions.
4. At this stage, technicians have not changed the scope of the original project work, but let them know that if there is an opportunity to communicate with customers, they will provide better solutions.
5. Next, let the technicians make sales calls together with sales, but not to sell, but to provide advice for customers in the form of technical support. Train your technicians with some simple questioning techniques and let the technician know about some customers before making the telemarketing.
6. Let technicians and sales complete the project together.
7. Observe the performance of the technicians throughout the process and provide positive feedback.
Through the above, you can solve two problems:
1. After a period of training, some technicians quickly turned into solution sales.
2. You also need to continue to help the existing sales force, from a single sale to a professional solution sales. Successfully transforming technicians into technology sales is not just the above seven steps. This guiding advice only serves as a guide.
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