The first IT sales call is easy with the right preparation. If you do background research and determine how immediate the prospect’s needs are, you will increase your chances of having him see you as the solution to his problem.
IT SALES CALLS ARE BASED ON PAIN
In order to make IT sales, you need to get clients to tell you what their biggest and most painful computer issues are. They may not be able to limit it to just three, but asking them pointed questions will get them thinking about their needs. The more information you have, the more you will be able to customize your services to fit their needs.
Customizing services based on client problems sounds easy in theory, but making it happen is a different story. Adjust your questions so you can get the most logical responses out of clients, even if they are in the midst of an emergency. When you can get them talking reasonably about the future and the grand scheme of their business rather than about a crisis you will be more likely to come up with the most cost-effective and fitting solution during your initial IT sales call.
Blogged By: Computer Consulting 101 Professional Kit