Very few end-user customers are versed in the technical aspects of systems. A sales challenge is to make sure they understand the terms that people in
the industry take for granted. This includes clarifying common concepts like "HD" or "audiophile quality."
Remember that what¹s not particularly "technical" to you may be arcane to end-users. Establishing clarity of understanding early on is a critical success factor. Your proposals and contracts reflect your brand; they are a vital calibration tool to make sure you and your customers are on the same page. How well do you communicate technical information to your customers?
.Author's Note: Creative and technical professionals (from musicians and actors to designers and engineers) rely on their "chops": those skills and techniques that they use to be successful on the job. Stiernberg Consulting coined the term Business Chops to encompass those skills, experience, and tactics that you rely on to be more successful. Whether you are a dealer, manufacturer, distributor, rep, or design firm, this series includes tips and techniques for optimizing sales, profits, and growth of your Custom Retail business.
