The article in EdSurge is directed toward education tech salespeople, but it could apply to just about any salesperson, marketing department, or company in general: before you sell your product, show the customer you care about addressing their needs and solving their challenges.
“Nothing aggravates university administrators more than a sales person coming in with a ‘solution’ to a problem the university may not have. A better approach is to ask questions about what administrators and faculty think could work better at their institution.” –Bridget Burns, “The Tough-Love Advice EdTech Needs to Hear,” EdSurge
I imagine that a lot of university people who read that article felt a wave of “right on” wash over them. As well they should: we’ve dealt with people whose laser focus on making the sale means browbeating us into submission with emails, phone calls, and promises of presentations and demos that will change everything. Before we’ve even told them what we need.
I’m in a position to hear about our own approaches to working with clients, and I’m always pleased that they frequently sound like this:
“AVI-SPL understood our needs and brought in technology partners to build a solution that met our specifications and exceeded our expectations.” –Jan Odegard, Rice University‘s executive director of the Ken Kennedy Institute for Information Technology
“I had other vendors who told me what I needed, and didn’t listen to me telling them what I needed. AVI-SPL listened.” –Arlen Sanders, project manager, L.A. Metro
They’re great quotes for case studies; they’re also great testaments to the approach AVI-SPL takes to its clients.
If you’re in the business of making sales, read the EdSurge article and find out the right way to get an audience with a decision maker, and what to say when you do.
If you’re seeking to improve some aspect of your organization involving meeting rooms, collaboration technology, and audio-video solutions that connect people with ideas and information, reach out to us: firstname.lastname@example.org or 866-559-8197. We’re here to listen.