The initial IT sales consultations you have with clients have to end in a step towards paid services, such as site surveys. Sometimes prospects will be very interested in this, but others might give you some delay. You should not get a “delayed reaction” when it comes to IT sales if you convey the true importance of the project.
ASK QUESTIONS TO GET TO IT SALES
Prospects may tell you they want to go from DOS-based fax software to 32-bit fax software, fax to PDAs in the field or set up VPNs between offices. Find out if these are possibilities by asking important questions:
1. When would you like to start if everything looks good?
2. How important is this project?
3. When would you like to start the project?
4. What’s keeping you from starting this project right now?
5. Why has this project been delayed previously?
CHANGING NEEDS
You might find out by asking questions to get to IT sales that a project has been delayed by a prospect previously because it was too expensive or seemed impossible. Maybe the challenge of the project was more than the prospect expected.
DIRECT QUESTIONS CAN LEAD TO IT SALES
If you determine the urgency level and are still feeling blown off during an IT sales consultation you can ask non-pushy but pressing questions:
1. When is a good time for me to follow up with you?
2. When do you expect you will be in a better position to discuss this project again?
THE MAIN POINT
You need to know that with IT sales, no “no” is ever a true “no.” You need to learn about your prospect, his/her problem and its urgency.
Blogged By: Computer Consulting 101 Professional Kit
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