The IT sales call, otherwise known as the initial consultation serves the purpose of qualifying a lead.  If you don’t spend your time during the IT sales call doing this, you will waste time on prospects that are not actually interested in paying for your services, rather just want to pump you for free information.  How do you move past the first IT sales call and actually make the sale?

No More Games of “20 Questions”

Prospects will call you and give you interview questions.  Before you’re aware of what’s happening, you will find yourself playing a game of “20 Questions” instead of focusing on your IT sales strategies.

You have to stop these questions before they get out of hand.  Cut prospects off when you have enough information about their problems or a good list of initial issues with which to work and then suggest a logical next step.  Move quickly onto the next step after your IT sales presentation.  This step would be a site survey conducted by you, your systems engineer or a technician.

Why a Site Survey?

Once you’ve made it through the initial IT sales call, a site survey is an excellent next step.  It inventories issues and helps you sort through them systematically so you and the prospect can prioritize.

Provide a report as part of the site survey and document everything you find so the prospect knows where he/she stands with important issues such as security, software licensing, data protection and other items.

The Basic Idea with IT Sales

Once you sense the end of an IT sales call, ask prospects about doing a site survey and explain its benefits.  This is your first attempt to close an IT sale and helps you prevent sitting around for many hours just to find out a prospect was never serious about using your services.

Blogged By:  Computer Consulting Kit