Growing With Latest Technology

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Selling newer products and technology can be a challenge; when it means changing user habits

Whenever your vendor announces a new technology or innovation in the market, there is abuzz. There is a sense of excitement. But as a channel partner it can mean harder work for you.
While there is a buzz and vendors are all glowing with the idea of helping you generate better revenues, but ground reality can be different. As soon as newer technologies are announced two things can impact your business. First is the pressure to finish the existing stock of old products, and second the most important bit is to convince the customers to pick up the new technology or the product. 
So what does a channel partner do in this scenario? Mostly before the launch of a new technology or product, a vendor announces schemes to push out existing stock. You have to be smart about it and invest as much as you know you will be able to sell. On the other hand when a vendor announces schemes to push a new product, make the most of it.
Most likely the vendor will also offer customer incent

ives. So this is where you can grow with the new technology or product. Instead of selling the features of the new technology product, emphasise on the benefits. It is not easy to turn a customer’s mind – whether it is an individual buyers or a corporate house. Once a customer develops a certain comfort level with an old product, changing to the new variant can be difficult. So you have to make sure to drive the benefit factor home to them.
To make the new product more attractive to the customer, highlight the fact that if the customer invests in it would be a first of its kind. Show them that by investing in new technology, the customer will get better productivity and return on investments. Ask them what they are looking for, and show them how a new technology can do what they want and some more.
But before you go about selling a new variant, learn about it. Take training and education programs most vendors announce with the new product launches. Only if you are convinced abo

ut a new technology, will you be able to convince a buyer of it.