If your prospect has a problem they need help with, then you should discuss possible ways to solve it with them. You should also understand what problems they have faced with companies in the past, and tell them how you’ll be different.
After you have told them about your company and how you can benefit them, answer any other questions they have. Before you leave, though, you want to create a sale, and you can do that by asking a few questions:
- How important is this?
- When do you want to get started?
- Is there a sense of urgency to this?
- Where are you in the decision process?
- Where are you in the research process?
- Is this a good time of year for this kind of project?
- Have you budgeted for it yet?
Learn more about creating relationships and focusing on benefits in IT sales when you read the entire article (link above).
Blogged by Joshua Feinberg