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Friday, August 18, 2006

IT Sales: Stop Selling Commodities and Start Selling Knowledge

You are not all about selling products. You may think you are, but you’re not. Instead, you need to sell your knowledge and expertise. People want to know that you understand their problems and that you can effectively fix them.

First of all, be specific on your website. Even if you’re a one man show right now, admit it. Give your background that explains why you are qualified to be a computer consultant. In sales calls, convince people to buy from you by solving their problems not by putting a product on a pedestal or offering the lowest price.

The more experience you have, the more likely it will be that you can pull in higher-quality and higher-paying customers. Plus, if you focus on a single niche, particularly where you already have experience, you can easily command higher rates.

If you want to learn more, read the whole article (link above).

Submitted by Computer Consulting Kit