Technical sales leads are prospects who have expressed interest in your product or service and have specific technical questions or requirements. Managing these leads effectively can help you close more deals and build long-term relationships. Here are some tips on how to handle technical sales leads in the context of direct sales.
The first step to managing technical sales leads is to understand their needs and pain points. You need to ask open-ended questions, listen actively, and probe for details. You also need to qualify them based on their budget, authority, need, and timeline (BANT). This will help you determine if they are a good fit for your solution and how to prioritize them.
Most sales people only uncover surface level needs, the best sales people dig deeper and ask thought provoking questions which helps uncover deeper pain. What makes that a priority? If you don't solve this, what is the ripple effect thru-out the organization? In a perfect world what would good look like?
The second step to managing technical sales leads is to provide value and demonstrate your expertise. You need to answer their technical questions clearly and concisely, using relevant examples and case studies. You also need to show them how your product or service can solve their problems and deliver benefits. You can use various tools and methods, such as demos, trials, webinars, white papers, or testimonials, to showcase your value proposition.
The best way to go about this is defining the buying criteria and as you show them each case that solves their need, check in with the client to see if you solve root cause. If you do and they agree, move on, if you dont ask where you missed the mark.
The third step to managing technical sales leads is to follow up and nurture them until they are ready to buy. You need to maintain regular contact, provide additional information, address any objections or concerns, and ask for feedback. You also need to use a CRM system or a spreadsheet to track and record your interactions, notes, and next steps. You should also set clear expectations and deadlines, and follow through on your commitments.
Most organizations have a bad drip campaign to their clients. Once they get a no or a maybe they always give up. A good way to stay top of mind is to add them to a drip campaign where they regularly receive information on your product/service once a week or month. This helps you to stay top of mind so when they're ready to buy OR an event happens that triggers a buying decision you can get the account.
The final step to managing technical sales leads is to close the deal and secure the contract. You need to summarize the value you have provided, review the terms and conditions, and ask for the order. You also need to handle any last-minute issues, such as pricing, discounts, or approvals, and overcome any resistance or hesitation. You should also confirm the delivery and implementation details, and thank them for their business.
Most sales reps do this incorrectly, this shouldn't be the final step this should be incorporated into your first 1-3 steps. This would compare to being down the aisle at your wedding, ready to get married and then finding out your potential partner doesn't want to get married.
The last step to managing technical sales leads is to build loyalty and retention. You need to ensure a smooth onboarding and installation process, provide ongoing support and training, and solicit feedback and referrals. You also need to upsell and cross-sell your other products or services, and offer incentives or rewards for repeat purchases or referrals. You should also keep in touch and provide value-added content, such as newsletters, blogs, or webinars, to stay top of mind.
A great hand off to customer success is essential, most sales reps stop selling once the signature is received. The sale actually ends after the client is using the product and loves it.