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Wednesday, July 12, 2006

IT Sales Revolves Around Benefits and Relationships

In IT sales, you need to be able to tell prospects about the benefits of their investment and have the ability to create a relationship with the client. Because there are not instantaneous IT sales, you have to be willing to invest significant effort and time to seal the deal. Showing clients the real benefit of your services and establishing a trusting relationship with clients is critical to IT sales.

WHAT ARE THE BENEFITS?

If your prospect has an IT problem you are ill-equipped to handle, you need to focus on the problems you can solve and try to get them to buy into your solutions with good IT sales techniques.

WHAT IS YOUR IT SALES PITCH?

You should talk about what you have done for past clients and what these clients have been able to achieve due to you solutions whenever possible with prospects. Your IT sales pitch will ring truer if you can talk about your track record clearly and glowingly.

ALLOW FOR RELATIONSHIP EVOLUTION

It may take anywhere from a couple weeks to a couple months to get a commitment from a prospect in IT sales. If you are both persistent yet patient and send e-mails, faxes, postcards and make plenty of phone calls you will be more successful. However, let the relationship breathe and avoid being obnoxious. You don’t want to call prospects every day, but if they want a job done in the next couple months, you can call them once or twice a month to check on progress.

ANSWER QUESTIONS

If prospects have further questions or issues, they need to feel comfortable asking you. Ask if they need revisions of the initial bid you sent them, and don’t take an “I’ll get back to you” as a rejection. Basic questions include the following:

1. How important is the project?

2. When do you want to start?

3. How urgent is this?

4. Where are you in terms of making a decision?

5. Where are you in terms of research?

6. Is this a good time of year for you to be doing this project?

7. Have you budgeted for this project?

These questions can be asked in many different ways, but don’t let “later” turn into “no” by not being proactive with IT sales.

Blogged By: Computer Consulting 101