Paul outlines the next decision maker in the series: technical influencers. Show Notes If this challenging decision maker likes your solution, they’re going to help you immensely. “They are focused on….” These decision makers are skeptical of salespeople and will challenge your data. Avoid surprises, hunches, intuition, speculation. Eliminate the “human” factor. Brand new is not the best selling feature for these technical types. “They want something that is tried and true.” They want to partner with suppliers that are stable and are committed to excellence—like they are. *** Learn more: https://www.theqandasalespodcast.com. Click here to pre-order a copy of Selling Through Tough Times! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.