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IT Sales: It’s About Relationships And Benefits

IT sales require you to be able to clearly express the benefits to your prospect. You also need to be persistent in building a relationship with your client in order to gain IT sales.


IT Sales aren’t automatic–you need to put in a lot of time and effort in order to make the sale. This article will show you how showing your clients the benefit of your services and developing a relationship with them will help your IT sales.


What Benefits Can You Offer Them?


Concentrate on selling the benefits to them of using your service, you are trying to sell a service that will benefit them in the long term, you must get that across to them.


If your prospect has an IT problem you can’t solve, then obviously you need to focus more on the problems that you know you can solve and the things that you can do that are really going to cause them to say, “Wow, that sounds just what I’m looking for!”


Prepare Your Pitch for the Sales Presentation.


Use real benefits that you have provided for other clients in similar businesses with similar problems and requirements. If you can talk about the benefits that your clients have achieved from the type of solutions that you’ve recommended, designed, set up, supported and serviced for them, the more your pitch will resonate with them.


Allow the Relationship to Grow


Sometimes it takes a couple weeks or even months to be able to get a commitment from your prospect. Be prepared to be patient but persistent. Send email’s, faxes, postcards, and make phone calls. Do not let them forget you, but at the same time try not to be annoying. You don’t want to get to the point that you’re calling them every day, but if they told you it’s something they want to do over the next couple of months, it’s perfectly befitting for you to call them once or twice a month just to see where they are.


Answer Extra Questions


Ask if they have any other questions or problems that have arisen. Ask if they need anything amended in the initial quote that you sent them. The thing to remember is, that if they’re saying that it’s a great idea, I’ll get back to you, then it’s not the end of the discussion. The only way it’s the end of the discussion is if you let it be.


If you haven’t given them a good enough reason that they need to do it today, or no matter what you say to them, they’re not going to agree to place the order today. You need to be able to get to the reason for that by asking the basic questions like:


  • Have you budgeted for it yet?
  • How important is this?
  • When do you want to get started?
  • Is there a sense of urgency to this?
  • Where are you in the research process?
  • Where are you in the decision process?
  • Is this a good time of year for this kind of project?


There’s lots of different ways that you can ask these questions. Don’t let “later” turn into “never” by lethargy on your part!



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