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Tuesday, April 24, 2007

IT Sales: How Do You Get Prospects From Free to Fee?

During your initial IT sales consultation, you will probably be expected to look at something for a prospect. They may want you to look quickly at a router or a server or something miniscule. Your best bet if this happens with IT sales is just not to do it.

IT Sales: Quick Looks Can Lead to Big-Time Damage

You may think that just looking at something quickly for a few minutes for a prospect couldn’t possibly do ay harm. But before you look at the item, you have no idea how long it will take to look at it. You’re dealing with a non-paying client, and there’s a chance you might not be able to actually fix something I five minutes. Nothing that comes of this situation will help you with IT sales.

IT Sales: Just Step Away

You need to be really careful about touching anything that might get you in trouble. You should never touch PCs or configurations with servers, laptops or PDAs until you have an agreement to do a IT audit. The key is IT sales, not free work.

Even during a technology assessment, you should just be doing exploratory work that is as low risk as possible. You can’t afford to break anything before you have an agreement to work with a customer regularly, and you can’t afford to be blamed for something by a person with whom you might be working in the future.

IT Sales: The Main Point

Never agree to “take a look” before you close the deal with IT sales.

Added By: Computer Consulting Kit