To achieve successful sales in IT you must ask questions of your customer to enable you to understand their needs and discover what their requirements really are. Do they need an IT review, monthly support or a complete new system? At your first meeting with potential customers find out what their top three problems are.
Ask them what their preferences are, get them to discuss what they like and dislike about the IT support they have received in the past. If you want IT sales it’s vitally important to get your prospects talking so that you know that you will be giving them exactly what they want.
Occasionally your prospect will be looking for something that you do not provide. In this case try to help them by suggesting a company that can help them. You and even pass on the lead to that company. That way the prospect will remember you for the help you have given them and will come back to you when they have a requirement that you do provide. This can also foster good relations with the other company who may well return the favour at some time in the future.
Find out the urgency of their needs
IT sales consultations require you to get your client to the next step. If they don’t agree to your service right away, find out how urgent their need is for IT support. You want to take your clients to the next step, like a site survey. Sometimes prospects will jump snap that up. But, what if they say, “I’ll let you know; I’ll get back to you,” and that’s as far as you get?
You shouldn’t even that reaction. In this article you’ll learn how you need to find out how important the project is to your prospects in order to get IT sales.
Try asking things like:
- When would you like to get started?
- What’s holding you back from getting started now?
- How important is the project?
- Why haven’t you done this in the past?
The answers to these questions will give you a good idea of how committed they are.
It could be that they have looked into this in the past and thought it was impossible to do anyway or that it was just too expensive.
If however they are still uncommitted ask direct questions like:
- When do you think is a good time for me to follow up with you?
- When do you think you’ll be in a better position for us to talk about this again?
Always remember that today’s refusal does not mean a refusal tomorrow, knowing the difference comes from getting to know your prospect, their problems and their urgency.