IBM Systems Magazine, Mainframe - March/April 2017 - 24
ILLUSTRATION BY STUART KINLOUGH/GETTY
How to Improve Your
Tips for techies on showing the value of their services
eople with strong technical backgrounds may not consider themselves good
sellers. They prefer to install, upgrade, migrate and troubleshoot. But selling
is a skill everyone must use, even if no money actually changes hands.
Applying for jobs, writing
proposals and emails, and
participating in meetings are
all types of selling because they
involve uncovering a genuine
need and finding a solution
In recent months, I've learned
to sell my technical services
more effectively, so I wanted to
share a few lessons I've learned.
The good news is that people
with a strong technical
background can become
remarkably good at learning
to sell technical services. And
they don't need to become a
slick salesperson stereotype.
The starting point for selling
is not to become a fast talker;
it's about being able to show
empathy. Recognize that selling
is about finding a solution to
meet a need.
24 // MARCH/APRIL 2017 ibmsystemsmag.com
pg 24-26.indd 2
2/7/17 1:28 PM
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