T&M Selling is really Solution Selling!

Test and Measurement(T&M)selling involves an appreciation of the customer application and then trying to come up with the boxes fulfilling the technical parameters to be measured.Selling test instrumentation precedes knowing the right information and facts about problem being faced by the customers.

Dig for those measurements inputs using your rapport and alignment with the customer through the selling process.The target customer will decide the measurements to be made.The customer will naturally be the part of the equation and the T&M seller will be fully aligned with him.

T&M selling thus involves contacting,qualifying,investigating,presenting and closing the solution appropriate to the situation.The test requirements will vary from a project to project and instruments will be integrated together,with the software and other services put on the Top.

In this process of enquiring and investigating real measurement needs are to be separated with the superfluous ones.Sellers technical knowledge and application expertise will come handy here.T&M selling thus leads to Solution Selling.The skills involved are both hardcore tech expertise and soft one like Building Rapport,Communication and relationship nurturing!