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Monday, September 10, 2007

Getting IT Sales and Determining Clients' Needs

When you engage in your first IT sales meeting with a prospect, you need to make sure you get into their top 3 problems. You might find out that the problems your prospects have are not actually any that you or subcontractors and partners can help with, at which point you want to move onto the next prospect.


You need to get prospects talking about their previous IT support. Asking them questions about their likes and dislikes can give you clues as to what you need to say and do to get to IT sales.

Also determine whether prospects have an emergency that needs to be dealt with in the next day or two days or if they are looking for IT audits, site surveys or tech assessments. Sometimes prospects will want something different from anything you are expecting, but most of the time you will know by asking some simple questions how to get to IT sales.


Your goal with IT sales meetings is to turn prospects into paying customers and clients. You want them to go beyond picking your brain and move onto writing a check to your company for services.

Be sure you have something ready to offer prospects and that you have proposals that clearly address their needs. Having blank forms with you during the initial IT sales meeting will help push them along the right track to becoming paying customers.

Added By: Computer Consulting Kit