In IT sales, you have to be well-prepared before the first sales call. You need to get as much information about your prospective customer as possible and make sure they are aware you focus on service.
DOING YOUR HOMEWORK
Do all possible homework before you get to the first IT sales call so you are certain the prospect is worth driving all the way out to see. Since you will likely spend several hours with just the first IT sales call, you should be willing to do 10 to 15 minutes researching the prospect’s business.
You need to qualify your prospect so you know if you’re spending your time wisely. Ask the right questions to reveal information about the size of the company, the platform and the industry.
IT SALES IS ABOUT SERVICES
You should do background research on all prospects before the IT sales call so you can immediately respond to expectations. They need to know you are selling your expertise and tangible solutions instead of equipment. Services should be the most important element of your sales pitch.
You can still sell white boxes, notebooks, web licenses or peripherals but you shouldn’t make that your primary focus. They should know you are in it for the services or they may decide to price-shop.
You need your clients to know that you are a service provider at the beginning of your relationship. You should be looking to interview them the same way they should interview you so you are certain to find a client that you will like working with for the long-haul.
Blogged By: Computer Consulting Kit