IT sales calls are very simple if you are prepared.  You need to do enough background research and figure out how badly prospects need you.  If you are ready and know what prospects’ greatest needs are, IT sales will be easier to close and you will be able to be the solution to problems.  

Prospect Pain

Prospects have to have points of pain in order to be receptive to IT sales.  Get prospects to name their three top computer problems.  They will probably not be able to limit this list to three, but the key is to get them to talk.  If you can get a lot of information from them, you will be better able to decide how you will be the solution to their problems and get them to sign onto IT sales.  

Investigate

How can you become a solution to prospects’ problems?  First, you need to really know what the problems are.  Ask the right questions to get rational answers.  Then think about how you can be cost-effective and get to IT sales.  

Computer Problems are Irritating

Prospects will most likely get pretty emotional about computer problems and will get frustrated and angry.  Try not to be intimidated by the presentation of your prospects’ problems.  Instead, read between the lines to figure out what the problem really is so you can offer a solution and be able to close the deal on IT sales.

The Main Idea

If you can figure out the biggest problem with prospects, you will be more likely to construct a compelling solution and be successful at IT sales.

Created By:  Computer Consulting Kit