The Technology Sale: Building a Mystery

“The true mystery of the world is the visible, not the invisible.”
– Oscar Wilde

One of the things that I love about the early stage technology sale  is that part of what you sell is the mysterious, the magical.  You are selling the ahead of the curve, selling the future.

Selling a Vision

The trick here is to train your sales team to sell this vision, this future, in a way and with tone that is credible.  And to communicate this promise in a succinct, grounded manner.  They need to slip neither into technobabble nor visionary cliches.  There is a fine line between pitching a credible vision and sounding like a confidence man.

Optimism – A belief in the Future

Purchase of new technology implies a certain optimism, a belief in the future – this a mind set that not all prospects share.  You need train your sales team to develop a sense for prospects that are amenable to that vision; it is not worth their time trying to convince skeptics of the power of what you offer.

Your most productive customers will be those share your vision and partner with you to pursue it.

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