[seem_2211]

Sales is something you can (and should!) learn to do. We're all selling, all the time. Even now, over the internet, I'm trying to convince you of something - that's all sales is. Want to switch a programming language at your company? You'll be doing some selling.

Contrary to popular perception, sales (especially B2B sales) is not at all about using the "magic words" or "tricking people" into buying. Sales is about effective qualification - that is asking the questions that give you confidence that you'd be able to complete the project you're speaking about, while also ensuring that the person you're speaking to is convinced that you'd be able to complete the project.

If you have a technical background, you have a massive advantage over someone with "sales skills" when it comes to selling whatever your technical expertise is. You can answer the hard questions! You know how people in that role think. This is a huge advantage.

[geomark]

I have a technical background with many years in development but ended up working at a sales office late in my career. I worked with sales managers who did the "sales stuff" while I did the technical pitch. The very best sales people were not all that technical. But they were very good at understanding business needs, supply line management and handling mad customers. I was amazed more than once when we went into a meeting with senior management at an irate customer, took terrible abuse due to some failing in delivery or quality, and walked out with an even bigger order. One of the best sales managers was the nicest guy. He said that when you have a mad customer the worst thing you can do is avoid them. You have to stay in their face, let them beat you up until their anger is spent, and then proceed to solve their problems. I once saw him explain to a customer how they could recover from a major production line hiccup we had caused by rearranging some inventory and placing an earlier than planned order for additional pieces. He knew their production flow better than their own management. It was grueling and I thought we were done for sure at that customer. But we walked out with a huge order that more than made our office's sales quota for the quarter.