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Friday, August 18, 2006

IT Sales: Discover the Urgency of Their Needs

At a consultation, you will want to move clients on to the next step. You can find out the urgency of the project and their needs by asking just a few questions. Try these questions and increase your IT sales.

Round One:

You can ask them things like:

  • Ideally if everything looks good, when would you like to get started?
  • How important is the project?
  • When would you like to get started?
  • What’s holding you back from getting started now?
  • Why haven’t you done this in the past?

Round Two:

After you find out the urgency of the project, you may need to ask some more questions if you are still getting the blowoff. Try these options:

  • When do you think is a good time for me to follow up with you?
  • When do you think you’ll be in a better position for us to talk about this again?

Learn more about closing IT sales in the complete article (link above).

Added by Computer Consulting 101