Selling technology products and services is challenging. You’re most often competing against similar items from other companies. So how do you approach your target markets with compelling offers?
Selling Technology Products & Services
Over ten years ago, when I was managing call centers and sales departments, I developed a sales and marketing strategy called PBFA. The strategy is universal because it helps people better understand human needs and find solutions.
While I implemented the strategy primarily for selling technology products and services, the PBFA approach is also excellent to help people take action. Finding a job or changing careers becomes easier.
Identifying Latent Pains
Briefly, the PBFA model is similar to other selling models with a greater emphasis on discovering prospect pain. I use the word pain, rather than need, want or desire, because you’re more likely to engage a potential employer if you dig deeply to reveal gut-wrenching, underlying latent pains when selling technology products.
People rarely reveal latent pains. In fact, most people rarely think about the latent pains secretly lurking beneath the revealed pains. Many sales persons think they’re only problems, needs, issues, wants and desires. Latent pains, on the other hand, are frequently intermixed with underlying distress. Bringing latent pains to a customer’s mind enhances selling technology products. It makes it easier for buyers to see how products and services solve needs.
Selling is not a Dirty Word
In the 18-minute screen video, I share the basics of the PBFA model. If you consider selling technology products as persuading or negotiating or interviewing, you’ll better understand the model. It’s intertwined with psychology, social media, and networking.
Although I mention mobile a lot, understand that the PBFA model is useful for selling any product or service. Best yet, it’s great for creating landing pages, online ads, call guides, presentations, white papers and sales training materials.