Selling Your Science

Does your sales team sell to scientists?  What are the obstacles encountered when trying to discover their motives for buying, or presenting product solutions?  Scientists tend to be skeptical.  They require proof that your product will help them solve their own immediate problems.  They can get most product information on-line, so an in-depth product description will usually fall flat.  Today, scientists trust salespeople that understand their problems and present information that will help them directly with their specific application. The old "Feature / Benefit" technique no longer is very convincing to technical buyers.  Are all of the members of your sales team equipped with the most compelling information that help scientists and engineers to make solid decisions?  Call GRA today to learn about the selling skills that motivate technical buyers to agree to purchase your product or service.  910.617.1817.