SKILLS

As with any sales profession, technology consultants need strong interpersonal skills because they build long-term relationships with clients and communicate verbally and in writing with other sales team members and technical workers. They must be persuasive in their presentations and persistent in pursuing leads. Excellent technology skills help consultants understand the complexities of their company’s offerings and keep them up-to-date on the latest advances in their industries. Consultants also rely on problem-solving acumen to analyze customer issues and recommend appropriate solutions.

To find potential customers, technical sales consultants follow up on recommendations from current clients, read industry journals and search the Internet. They meet with customers and technical staff to discover what they need. They can then prepare and deliver presentations that propose solutions offered by their companies that lower costs, increase productivity, or solve a specific problem. When customers are ready to order, consultants negotiate contracts and arrange for delivery. They then periodically check up on clients to see how current installations are working and to offer additional services and products.