How to Sell IT and Professional Services in 20 Minutes

In today's high tech selling market, the key for most IT and professional services salespeople is not just finding prospects to talk with, but also finding prospects that will buy. George S. Patton once said, "If everyone is thinking alike, then somebody isn't thinking." So, assuming that a prospect is in a buying cycle because they will talk with you is an incorrect assumption on your part. To sell more IT and services, as salespeople we need to value our time more than the prospect does.

Let's be honest - prospects will waste your time!

IT prospects do not get paid a commission on how many vendors they meet with. Yet, you as an IT salesperson are only paid a fraction of your total income as a salary. Your goal is to double, triple or quadruple your base salary based on your commissions. That means every time you meet with a non-buying prospect, you are wasting your time and reducing your opportunity to increase your income.

You Are on a Time Clock Called............a Sales Quota!

Have you ever noticed how your IT selling cycle is always shorter than your prospects' buying cycle?

The goal is not to meet qualified prospects - the goal is to meet qualified buyers. Just because a prospect has the budget and the need does not mean they are a buyer.

→ end article preview
Read the Full Article

Paul DiModica is President of DigitalHatch, Inc. (www.digitalhatch.com)