I have stated that I UNDERSTAND TECHNOLOGY AND HOW TO SELL IT
and that I MAKE QUALITY BUSINESS SYSTEMS PAY BIG SALES PROFITS
How can I communicate this very complex message about my qualifications to you?
Let me give you an abstract snapshot of a few things I know are important in sales presentations for technical products...by telling a series of stories
Although only a snapshot, this series of presentations is lengthy because it focuses on complex technical product manufacturing and sales. If you are not a manufacturer but strictly a seller of complex or technical products for home use, you might want to skip this section. But, I recommend you see it.
At the end of the "Quality" series of presentations you should see why I am your best choice in sales development for technical products. Remember everything presented may not be applicable to your specific product. Although only a snapshot, I cover a broad spectrum of topics for a broad spectrum of prospective products and circumstances.
Let's create a fictional product that we are going to purchase.
We'll use a product that's easy to understand and in which the effect of failure can be analogous to the effect of failure of a technical product in the hands of the end user. Remember this is very simplified fiction.
You must use your imagination! In your mind replace the simple product we use in this example with your complex or technical product. I worked in the semiconductor industry where product failure could cause millions of dollars in consequences for me and my customers. Medical devices might fail resulting in massive litigations. So the product I visualize in this example is semiconductors.
Have you ever had a low cost competitor steal business away from you? That is the main focus of our story. Up front let me say that I know some of you may be low cost competitors...there is a message for you here too. In the following stories, competitors offering low price products without production and quality controls will be referred to as "Good Deal Companies"
We are going to buy a cabin cruiser to start a charter cruise company offering exotic trips to Brazil. We bought the cheapest boat we could find from "Good Deal Boat Company" a new boat manufacturer started by self proclaimed expert boat builders. We didn't buy a boat from "Better Boat Company" because they cost more.
They all float and look very similar. We had to get on a waiting list to buy a "Better Boat." They said it takes time to build a quality boat for our purpose.
We had already sold charters! We were so happy we celebrated and failed to purchase the boat on time. So we actually had to get the boat we could have right away. The guy that sold it to us said it was just as good as the "Better Boat." He said we get the same 10 year warranty too.
On our first trip the engine vibrates and fails in the middle of the ocean. "Good Deal Boat Company" requires us to return the boat to their dock for repair. We must pay to send our passengers home. We must pay for the fuel and supplies we used for the few days we were on the water. We have to pay to have our boat towed.
We want to return our boat and get our money back. But, we have another cruise scheduled immediately and we need the money because of the losses experienced from the first cruise. "Good Deal Boat Company" assures us that they will replace the motor with a brand new one.
On our second trip the engine fails again. Worse this time, vibration causes the boat to start leaking where the propeller shaft exits the hull. Fortunately, we were picked up before anyone drowned. This time our passengers sued us for damages and neglect, because the boat almost sank.
The three elements considered by a buyer: Price, QUALITY, Service
Better companies fail because they fail to communicate the cost of QUALITY effectively when competing against low price or fast delivery competitors offering a "Good Deal."
QUALITY COSTS...the manufacturer...it adds TIME and MONEY to manufacturing.
QUALITY COSTS...the customer...lack of it can cause total failure.
TECHNICAL PRODUCTS require quality OVER price and speed of delivery...
