First of all, do your homework. Study up on the company before you walk into the office. You can quickly learn information about the size of the business, their yearly revenue, and general information about their company with just 10-15 minutes of research.
When you do go in to your sales call, remember the cardinal rule of IT consulting: Focus on benefits NOT products and prices. Anyone can offer the same products and they might even be able to undercut you, so you want to focus on how your services will benefit the customer. Remember to answer the question: What makes you different from all the others?
While in the call, remember that you’re interviewing them just as much as they are interviewing you. You want a quality client just as much as they want a quality service provider.
Learn more about putting your best foot forward in the complete article (link above).
Submitted by Joshua Feinberg