The first time you meet with IT sales prospects, you need them to discuss their top three problems.  Sometimes your prospects’ problems will not be what you expect or the problems you or your partners can help solve.  If you discover this reality, you need to move onto the next client.

The number one goal is to get prospects talking.

IT SALES:  WHAT ARE YOUR PROSPECTS’ PREFERENCES?

What have your prospects liked about past IT support they’ve received?  The answers to this question can give you an idea of the type of support they need now.

The first IT sales meeting will also be a time to figure out if the prospect has an emergency that needs immediate attention or if he/she is looking for an IT audit, site survey or technology assessment.

Sometimes prospects will want something different from what you are expecting; the need will not be an emergency, and they will not need a tech assessment, However, most of the time they will need those things.

THE NEXT STEP IN IT SALES

Moving prospects from free to fee – from brain-picking to writing a check for IT sales – involves discovering their major issues.  You need to have something ready to offer in an IT sales meeting, such as a proposal that takes care of their important needs.  You can even bring blank forms with you so you can be ready for prospects to sign on immediately.  

Blogged By:  Joshua Feinberg