So we’re back in the tech sales world again and our good friend, the ever-smiling, ever-wonderful Mr. Jason, is back to share some more wisdom on how to sell technology. This time Jason explains the basic principles and then reveals some of the best ways to sell your company in tech.
Jason’s been teaching us the same basic principles since the beginning of the year, so it’s only natural that his tips will be of interest to anyone in tech sales looking for something a little different. Jason’s tips are more along the lines of “don’t sell just one product or one service, sell a whole industry” but for the most part they’re great tips.
Technology sales is a great area to delve into because it’s a highly competitive space where there is no wrong answer. There aren’t many people out there who are selling just one product, or just one service, or just one feature. Instead, there are a lot of different products and services competing for the same customer. That means that you need to be very creative in finding the right combination of product and service that will create the best customer experience.
It sounds like you’re saying you have a lot of customers, but you don’t use them. That’s fine. This could be something that you could use to your benefit. For example, you might know that your service is very good, but you don’t use it because you’re constantly trying to sell your competitors that service. That way, you can use your knowledge to your advantage.
I think this is the best example of this. My wife and I work with an engineer, and his job is to do everything in our product lines. He only does a small percentage of what the market wants done, so he has to work very hard to keep up. However, he has the best customer service experience of anyone we work with, and we love that.
There is a way to measure the quality of a customer service experience. It’s called the customer satisfaction index, or C-SUM. It is a measurement of how satisfied customers are with your service. I put a lot of work into this, and it is one of my favorite ways to measure customer service.
The C-SUM is a very simple questionnaire that I administer to each new customer that comes to our office. It asks me to look at the customer’s overall satisfaction with the experience, and to make sure that their overall satisfaction with the experience is as high as possible. The more satisfied the customer is with what they are buying, the higher the C-SUM score. For example, if someone is an average customer, I only measure their overall satisfaction with the experience.
My C-SUM scores are in the 6th percentile, meaning that I have seen a customer with a 6-8-10 score who has also had a 7-10-11 score. This is because many people think that they are the best at doing the things they say they are best at.
The C-SUM is a customer satisfaction survey. When shopping on Amazon, if you choose the “Best Buy” option, you’ll see a report that lists C-SUM scores for “Amazon customers.
This is important because it shows me how the average customer is, not the average salesperson. The average salesperson has a C-SUM score of about the mid-8s, meaning they have seen a lot of customers with lower scores. But the average customer has a C-SUM score of somewhere in the mid-6s, so they don’t feel they are as good as the other salesperson.