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Add You - IT Sales: Moving Beyond the First Sales Call
400 years before Christ was born, Hippocrates wrote about the 4 personality types. He called them: Feeler, Sensor, Thinker and Intuitive.Since then much has been written about this subject. There are advantages in knowing what kind of personality is yours and the ones you hav
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on wha
Dancing Deer was incorporated in 1994. How soon after its founding did a focus on philanthropy develop? From the beginning we had environmental objectives and were also focused on worker participation in ownership. It was an underlying theme in our business philosophy.Phila
Don't Let Prospects Play "20 Questions"
People will call and they start giving you a bunch of interview questions. They start grilling you and before you know it, it’s kind of like you’re playing computer Jeopardy instead of focusing on IT sales. They’re asking you all of these questions, throwing you all of these curve balls, and they’re picking your brain.
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey.
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on what
It seems obvious - use measurements of performance to manage and guide your business. Yet an entire discipline in business thinking has developed in recent years dedicated to this notion.Business Performance Management (BPM) is not a methodology for managing, but rather a mechanism
Don't Let Prospects Play "20 Questions"
People will call and they start giving you a bunch of interview questions. They start grilling you and before you know it, it’s kind of like you’re playing computer Jeopardy instead of focusing on IT sales. They’re asking you all of these questions, throwing you all of these curve balls, and they’re picking your brain.
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey.
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on wha
Are you worried because you are up against a huge company with millions of marketing dollars? Do you have competitors who have MBA Marketing Degrees? Are you worried that you cannot compete? Well if you are let me tell you right now; Don’t be! You can out market anyone and win over your c
Sooner or later you really have to be able to draw that line and say “Hey look, you know we’ve been talking an hour or so. I have six pages of notes on my legal pad describing all of the problems you’ve been telling me about. I think the next logical step would be XYZ or Let’s talk about what we’re going to do next.”
When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey.
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on wha
There was a buzz in the air recently about the US Postal Service. Seems as though they were running into a budget deficit in the billions.The Postal Service claimed they must cut Saturday service to customers to stay afloat -- a service they had provided for years. And one that cus
When you and your prospect reach the point that you're done with the IT sales presentation, move on to the next step. The next step would be to have you, your systems engineer, or technician come back and spend a couple of hours to take a site survey.
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on wha
So what do you do? For more than a year and a half, after having attended dozens of Business Chamber Mixers, professional workshops and social networking events and failing to get good quality leads, I finally figured out the problem…I was literally answering the question. Who knew that w
A Site Survey is a Great Next Step
The site survey will inventory all of their problems and help you sort through them. In this way, the two of you can reach a decision on what is going to come first, what’s going to come second, third, and fourth.
As part of this survey, you’ll give your client a report. You’ll document everything so they know where they are with security, software licensing, data protection, etc.
The Bottom Line about IT Sales
So, once the IT sales call is coming to a close, you ask them if they would be interested in the site survey and explain to them what it is and how it will help them. This would be your first attempt at a close. Otherwise, you can sit around for hours and hours just to find out that the customer wasn’t that serious in the first place.
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