When you encounter prospects for IT sales, you need to get to know their top 3 problems.  You might learn that their problems are not what you expected or can even help solve, in which case you can move onto the next prospect.  But you can’t succeed at IT sales if you don’t get prospects talking.

What Do They Prefer?

You need to get prospects talking about what they like and don’t like about their past IT support to get an idea of what type of support they are looking to get.  You also need to know in the first meeting if there is an emergency that needs to be handled immediately or if they are looking for an IT audit, site survey or tech assessment.

Sometimes prospects will want something totally different from what you are used to, but mostly they will ask for the above items.   

The Next Step of IT Sales

Moving prospects from free to fee as part of an IT sales meeting is about getting the answers to important questions about their technology problems.  You need to have something to offer them and proposals that address their needs.  You should bring blank forms with you so you are ready to close the deal as part of IT sales.

Blogged By:  Joshua Feinberg