Gates is only one example. Virtually every company head who has crafted a successful technology also boasts excellent selling skills. When they think of a salesperson they think of the stereotypical loudmouthed used car salesman selling defective cars at inflated prices or the scheming salesmen portrayed in Barry Levinson's 1987 cult classic Tin Men. Thanks to technology, selling has become a sophisticated process. More important, Lohse says techies would naturally adapt to selling because it's a logical and structured process.
Technical people have critical attributes for making exceptional salespeople.
Computer scientists, engineers and mathematicians combine idealism, honesty, and passion about their work, which are essential elements in convincing someone to buy. The best technical people are structured and logical thinkers, both of which are critical for presenting products accurately. Yet, even supergeek Gates had to learn to be a salesman. While honesty and passion about your product are important, you also have to know how to close a sale. The most common mistake techies make in selling is not knowing when to shut up.