Techies rattle salespeople. In fact, it can be quite a sport for them. Technical professionals enjoy asking what they feel are provocative questions about your products, services, and platforms. It’s tough not to spout what sounds like a canned spiel in response. It’s your fear response taking over from your listening logically response. The more they sense your fear is when the techies seem to really get going and start cross-examining us about technical minutiae. So much for a sales conversation and controlling the business development process.
While talking with techies can be uncomfortable for most of us, it doesn’t have to be. With a little insight into their mindset, you will find you two have far more similarities than differences. This post is the second in a two-part series entitled: 7 Tips for Selling to Techies.