IT sales calls can be handled easily if you formulate effectively ahead of time. First, do some background investigation to get a sense of the urgency of the situation. You will then be able to increase your chance of closing the sale by finding out what your clients’ biggest problems are.
Successful IT sales require you to research your client and evaluate what they perceive to be their biggest problem. In this article you’ll learn how to find out what that problem is, propose a solution and close your IT sales.
Solve the Clients Biggest Problem
How do you become the solution to their biggest problem? You need to know what that problem is. Ask questions try and get them to identify what their three biggest computer problems are. They probably won’t be able to narrow it down to just three, but at least you will get them thinking and talking about their requirements. This will help you to get as much information on what they think are their computer problems, which will in turn help you to provide an effective solution.
People are very emotional when it comes to their computers. When they talk about their computer difficulties, they get very angry. Sometimes they start using a lot of four-letter words. This can be daunting, but at the same time, you must be able to get straight to the core of the problem. This way, you can recommend a solution and have a better chance at closing your IT sale.
Once you’ve worked out exactly what that huge problem is and how your business can solve it, it’s a lot easier to close the sale.