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Casual Articles - IT Sales: Moving Beyond the First Sales Call
Receiving free advertising is the dream of most business people. If you’ve ever found yourself frosting at the mouth over how your competitor got interviewed on the news or how they are always highlighted in the local paper, then read on. Maybe next time you can beat them to the p
When
You walk into a room full of strangers. Your eyes scan the room briefly. You choose someone who feels likely to connect with you and walk over.What has happened here? How do you know who to talk to? The usual term is “sizing up” and those who are good at it prosper in their busines
Don't Let Prospects Play "20 Questions"
People will call and they start giving you a bunch of interview questions. They start grilling you and before you know it, it’s kind of like you’re playing computer Jeopardy instead of focusing on IT sales. They’re asking you all of these questions, throwing you all of these curve balls, and they’re picking your brain.
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When
You may have heard recently about Google's new product Trends. I read about it in various blogs and feeds so I checked it out. For the first five seconds I just sort of stared at it. "Ok, this is neat, but so what?" I thought. Then it hit me in a huge way.Research, or at least
Don't Let Prospects Play "20 Questions"
People will call and they start giving you a bunch of interview questions. They start grilling you and before you know it, it’s kind of like you’re playing computer Jeopardy instead of focusing on IT sales. They’re asking you all of these questions, throwing you all of these curve balls, and they’re picking your brain.
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When
As business professionals, we spend lots of our time interacting with all sorts of people – clients, suppliers, consultants etc. Our interactions can be in person, on the telephone, by email or even these days, by sms.If you do some reading on the subject, you’ll quickly find the p
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When
Starting your own business is not a simple task. On the contrary, it has a series of implications that will completely transform your life and the way you see the world. This is why you truly need to understand the reasons that are driving you to start your own business and if you have d
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When
It used to be you that if you had a great product you put it in a package and voila! . . .someone would come along and buy it. That is not the case any more. The package not only has to protect the product and allow for its tracking, it has to sell it too. Most importantly, the package ha
When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey.
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on what is going to come first, what’s going to come second, third, and fourth.
As part of this survey, you’ll give your client a report. You’ll document everything so they know where they are with security, software licensing, data protection, etc.
The Bottom Line about IT Sales
So, once the IT sales call is coming to a close, you ask them if they would be interested in the site survey and explain to th
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