Before you go on your initial sales call, you have to be ready.  When you are going to meet a client for the first time, you need to do your homework to get the best results from the meeting.  

IT Sales:  Prepare for the Call

You need to do your homework before you go on an IT sales call.  If the prospective client is worth the driving time and the hour or more of time spent talking to the client, he/she is worth 10 or 15 minutes of research time.

Before you even get to the point of doing research as part of IT sales, pre-qualify the potential client so you can be sure you’re spending the time well.  Answer the important questions about size of the company, platform and the industry.  

IT Sales Means Selling Services Rather Than Commodities

Doing background research on a potential client will help you immediately manage expectations.  They should know immediately that you are selling solutions and not a computer.

If you want to sell products in the future, that is fine, but don’t start off talking about white boxes, notebooks, web licenses or peripherals.  You should make your focus on services obvious, or the prospect may start price hunting.  

Select Your Own Clients as Part of IT Sales

If you make the fact that you provide services obvious from the first IT sales call, you are on the way to a strong relationship with a potential future client.  Interview clients as much as they interview you, and be very selective so you know you are getting a client you will enjoy working with on a long-term basis.  

Added By:  Computer Consulting 101