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How to find a Technical Sales Representative

In many circumstances, knowing how to sell isn’t the only essential feature of a sales rep. The knowledge of technical details of products can be very essential. This is the case with technical sales representatives. Dell, IBM, StemCell, and a lot of other companies have technical sales reps who reach prospects with their products.

As a technical expert and a sales rep, the technical sales rep listens to the prospect to understand how the products features can fit in to solve a problem or plug a loophole. This sales rep also conducts market research to identify target individuals and organizations.

After converting prospects to customers, a technical sales rep provides technical support to clients, emphasizing long-term relationships. 

Who is a Technical Sales Rep?

A technical sales rep is a sales rep that sells technical products to companies, businesses, agencies, and organizations. The technical sales rep can work for a manufacturing company or a sales agency.

The job requires constant keeping up with clients and looking for avenues to pitch your product to them. You may have to work long hours and even add some hours during the weekend and holidays.

An average technical sales rep earns about $72,000. This is quite much but not all companies pay this much. Dell pays around $55,000. 

How to Become a Technical Sales Representative

Be Qualified

Statistics show that employers prefer to hire technical sales reps with college degrees. This is due to the technicality involved in the job. Most times, the sales rep will have to give a practical demonstration of how the product will solve problems or help optimize a process. Some other times, presentation skills are very vital.

One important aspect of a sales rep’s job is answering questions. Prospects are bound to have questions about the product and may have some technical questions nor directly relating to the field. Thus, as a technical sales rep, apart from a degree, constant learning needs to take place. 

Be skilled 

Apart from the technical know-how, sales skills are very important. Here are some you need to constantly have at hand:

  • Excellent communication skills
  • Rapport building skills
  • Relationship building skills
  • Active listening skills
  • Persistence and tenacity
  • Ability to handle rejection
  • Demonstration and presentation skills
  • Ability to close sale at the perfect time
  • A thorough understanding of the product

Be Specialized 

There are lot of technical products. With digitization, many technical products are now digital. However, they still require specialization as the field is very wide. Find a niche where you fit in the most. You can get this niche via: 

  • Course of study in school
  • Interest 
  • Special knowledge of a particular kind of products.

Understand Prospects Thoroughly

You must have good research skills. Before you approach your prospects, you must understand how you can plug in to solve their problems with the products you sell. People want to buy solutions and your research will help you fit nicely into this.

Final words…

Having to be both a technical expert and a sales rep can be very advantageous. It gives an edge and accords a respect other sales rep don’t get. 

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