Many solution sellers inhabit the world of IT sales. I was talking to a coder friend of mine (with a Masters degree in his craft) about what’s currently going down in his world when buying such technology. He told me about a neat 3-part evaluation process. I instantly thought that alignment with it could well aid the selling of such wares.
If you can score highly on these three, then influence the buying process to utilise this framework accordingly:
- Usefulness – impact on job performance, productivity, speed, quality
- Ease of Use – no learning lag, flexibility, clear, manageable
- Intrinsic Motivation – what encouragement, enjoyment and engagement does using it provide related to a given task