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Friday, August 04, 2006

IT Sales: It's All About Relationships

IT sales is all about relationships. It doesn’t matter how much technical know-how you have, if you don’t have good relationships with your clients. Ideal clients can provide you a lifetime of income so you need to build a great relationship and give them a lifetime of spectacular service.

Managing Customer Expectations

Handling IT sales initially is important to your success. You’ll know for sure that the company is really a sweet spot client for you, not just a company that an eager sales rep built up to get the deal. You can better manage customer expectations this way and know exactly what you’re getting into.

Personally Train Your IT Staff

Most consultants will stay personally involved in the sales process for awhile, at least until they have five or ten solid clients who are generating $5,000 to $15,000 a month in revenue. Then, you can start considering delegating some of the sales responsibilities. First, though, you need to personally train the staff. Let someone tag along with you to a few sales calls and walk them through the process. After they understand what you’re looking for and how to handle the calls, then you can begin delegating some of the sales opportunities to staff. Be sure to handle the biggest clients yourself, though, so that you always have that personal relationship.

Learn more about the importance or relationships in IT sales when you read the full article (link above).

Submitted by Computer Consulting 101 Professional Kit