You can handle IT sales calls efficiently with enough preparation.  Do background research and determine how urgent their needs are in order to get closer to IT sales.  Find out what your clients’ biggest issues are and learn to be their best solution.    

IT Sales:  Clients in Pain

Get clients to tell you about three big problems.  Typically, they won’t be able to give you only three during an IT sales call, but the process will encourage them to talk to you.  If you get enough information about their computer problems from their perspective, you will be more easily able to design a pitch that will be a real solution.

IT Sales: Investigate

How can you become a real solution for clients’ biggest issues?  First you have to define the real problem.  Ask questions that will get reasonable answers from clients and determine the real problems they are having.  If you think about addressing clients’ real points of pain, you can offer the best solution through IT sales.   

IT Sales:  Computer Problems

People get emotionally involved in computer problems and can become easily frustrated when talking to you about them.  You have to cut through this frustration and get to the real issues so you can recommend the best solution and get closer to IT sales.

Added By:  Joshua Feinberg