Part of IT sales is asking your customers questions to determine needs.  If you can offer a customer a technology assessment, IT audit or site survey, you have an in-road to further IT sales.

During your first IT sales meeting with a new prospect, you need to figure out the top three business problems faced.  There is a chance the prospect’s problems will not be up your alley, which means the prospect is not a good fit for a client.  Regardless, if you want to secure IT sales, you have to talk to prospects.

IT Sales:  Preferences

You need prospects to tell you what they like and even what they don’t like about the IT support they’ve previously received.  What they say can reveal important information about what prospects will need from you.  

The first IT sales meeting is also the time to figure out if a prospect has an emergency that need immediate attention, or if he/she is simply looking for an IT audit, site survey or other type of technology assessment.  Be prepared for the unexpected, but expect the prospect will want either a tech assessment or an emergency project.  

IT Sales:  What’s Next?

If you want to get clients to buy into IT sales, you have to know when to stop the brain-picking during the first meeting and how to get them to write a check or sign a credit card authorization.  

Be prepared with IT sales and have something ready to offer to prospects.  You need to create proposals that take care of needs simply.  Think about binging the blank forms with you to the first call so you are ready for prospects to buy into IT sales.

Added By:  Computer Consulting 101