Although selling cybersecurity products and services can seem difficult, it is important not to make common mistakes. These are the top three, as well as ten tips to help you succeed.

Customers should feel confident in their cybersecurity products and services.

It is crucial to get to know your customers and ensure that they are purchasing products that help them achieve their goals. Cybersecurity careers can be rewarding careers.

Cybersecurity jobs offer various benefits, including competitive salaries, growth opportunities, job security, and interesting day-to-day tasks. Do you want to increase your cyber security sales?

The 3 most common mistakes in selling cyber security. Learn how to sell cybersecurity using 10 proven methods.

Verizon’s 2020 Data Breach Investigations Report found that large organizations were responsible for 72 percent of breaches while small businesses were responsible for 28 percent.

While small business breaches were typically detected within days, large corporate breaches took several months to discover and resolve. This is a crucial time gap that prospects need to close.

Online applications account for 43% of all attacks, a 50% increase over the previous year.

How do you convince prospects to trust your products or services? As hackers become more skilled, attacks against large and small businesses are more frequent.

A high level of trust is essential for the sale of cybersecurity products. If you are looking to build trust with your prospects, and grow your cybersecurity business, read on.

Not understanding the customer is the first mistake when selling cyber-security products.

You should know the goals of your customer and how you can help them achieve them.

Cyber security is not a solution that fits all. Make sure your pitch is tailored to each customer.

Making it all about you is the second mistake.

Your customer should know what they get when they purchase cybersecurity products and services from you. Not just why cyber security is important.

Do not be afraid to tell them how cyber can help their company and solve their biggest problems.

Avoiding being prepared is the third biggest cyber security sales error. 

You need to know the product and its competitors.

This will allow you to answer any customer questions and close the sale.

Use the fear factor to help you get started

Your prospects need to be aware of the risks of cyberattacks. Do you need to start your sales pitch by telling horror stories about hacking incidents at companies?

Not.

For a range of reasons, companies should consider purchasing cybersecurity software and services. These include complying with security regulations. Being prepared for future threats. Instilling trust in consumers by having the right security measures in place.

If you approach your pitch with fear or doubt, you can easily backfire and make yourself untrustworthy. Sales are all about retaining and earning trust.

Assume your prospect is familiarized with your product.

Cyber Streetwise and KPMG found that 51% of small businesses believe it’s unlikely or very unlikely that they will be targeted for cyber attacks. 71% of those who never experienced a breach feel reputational damage is not a significant concern.

Many organizations are prepared for security breaches, which is understandable. Many people don’t know the dangers.

This means that you will need to adjust your pitch.

You risk overlooking the true benefits of your product if you think your prospects value cybersecurity as highly as you do.

Before you discuss your solution in detail, you should make sure that you are fully aware of how informed your prospect is about cybersecurity and what they know about the risks.

Which criteria are you using to assess the understanding of your prospects?

Ask the right questions during the sales qualification process.

You can’t give a solution to someone who doesn’t believe that they have a problem.

We’ve already covered the top cybersecurity sales errors to avoid. Let’s now look at ten tips for selling cyber security.

Start with the problem. This is the first tip to sell cyber security.

Your customer should understand why cyber security is important and the problems it can solve.

It will be easier for you to sell your products and services once they understand the value of cyber security.

Make sure that cyber security is a top priority within your company.

This will make cyber security a central focus in the company and show that cyber is important to everyone.

Each company has its own security goals and priorities. They may want to increase trust with their customers by using infosec products and services to protect their data.

They might not want to be fined for breaking the rules. They might be looking for ways to keep their small crew safe.

Before you begin pitching, it is important to understand the prospect’s top priorities.

Think about how you might start your pitch by emphasizing the importance of printer security.

After some time of conversation, you discover that the prospect recently transferred the bulk of their teams to the cloud, and has also eliminated most of their printers.

They needed remote security solutions.

Do not be the one who does it.

Instead, focus on their priorities first and then build your proposal around them. This will save you time and increase your chances of getting their attention.

Make sure you have all the necessary tools before selling cyber security.

It is essential to fully understand what you are selling to effectively sell cybersecurity products and services.

Demos, case studies, and other materials are all available to the customer.

Be patient. This is the fourth tip to sell cyber security. Do not rush to sell or pressure the customer into purchasing before they are ready.

Take their time, and ensure they fully understand the options.

Being honest is the fifth tip to sell cyber security.

Communicate with customers about potential problems or risks associated with your products and services. This will build trust and demonstrate that you care about their best interests.

The sixth tip to sell cyber security is to keep up-to-date with the most recent cyber security news.

This will allow you to better understand your customers and keep your products and services current with cyber threats.

Create a long-term relationship with your customers as the seventh tip to sell cyber security.

After you have sold them security products and services, keep in touch with them to continue providing support.

This will ensure they get the best out of their investment in cyber security.

Have a great knowledge of cybersecurity products. This is the eighth tip to sell cyber security.

If you sell cyber, customers will feel unsatisfied. They may look for another solution.

If you are unable to answer customer questions about your product, it could be taken as an indicator that you don’t understand cyber security.

The ninth tip to sell cyber security is to ask open-ended questions rather than closed-ended questions. This will give you more information about your customer and their company.

Closed-ended questions can be answered with “yes” or “no”. Instead of asking “Do, you have cybersecurity in your company?” Ask, “What’s the cyber security like in my company?”

What is the most important thing about it?

The tenth tip for selling cyber security is to always know the answer to this question: What’s in it?

This question can be asked early in the sales process to help you understand your prospect’s needs. It will also help you determine what you should emphasize in your pitch for cyber security.

Sales professionals

Greer-King worked in customer service and sales roles in many industries including cybersecurity, industrial automation, personal computers, and office automation. She believes that learning is key to success.

“I have learned a lot over the years and I have learned a lot from my mistakes.” I believe that if you fail, you are not pushing yourself enough.

It is not easy to reflect on the experience and learn from it. He explained that learning happens slowly, but only if one is willing to try new things and can listen.

Understanding interdependence is another requirement to be a sales professional.

Although independence is desirable in certain jobs, such as sales, it can be self-centered. Collaboration and teamwork are foundations for success.

One of my most valuable lessons is that smart people are important. Brilliant people who share the same vision and work together toward a common goal can achieve amazing things.

He claims that the year-long, senior leader development program he attended recently taught him that success in leadership doesn’t only require great leadership from top to bottom, but also requires adaptability to change and adapting to new situations.

He said, “Leadership requires listening, motivating, and the implementation process, as well as advising, mentoring, and so on.”