IT sales are so important to your computer consulting business. Don’t just "wing it," be prepared for your sales meetings and use the necessary tools to raise your odds of closing the sale. Here are some key points to consider in IT sales calls:

  1. Do your homework AHEAD of time by qualifying and performing background research on the prospect.
  2. Manage expectations. Tell the prospect that the purpose of your visit is to mutually decide whether to move forward and how, so your prospects are not expecting a free service call.
  3. Stay in control of the discussion by having an outline.
  4. Move the discussion from free to fee by segueing into a discussion about typical Proving Ground Projects your firm works on.
  5. Whatever you do, don’t touch a keyboard. A sales call is not a free consulting session.
  6. Remember, a sales call is a MUTUAL interview. You have the right to say NO too!
  7. Your testimonials and case studies provide PROOF that you know your stuff and trump just about ANYTHING you could do on the sales call.

Some Practical Advice

Read on to find out another tool that helped one of our consultants with IT Sales

"This year, we landed our biggest account yet. The forms in the Computer Consulting Kit alone are worth the cost of the Computer Consulting Kit. We used the forms to tune our sales process."

Tim Maroe, McCall Help Desk
McCall, Idaho

The Bottom Line about IT Sales

To learn more about IT sales, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.