CIOConsultingTeam IT-Know How Management Skills Emotional Intelligence
The typical sales process of IT
Who are we?
What can we do?
What do you need?
monotony! www.cioct.de – Selling IT better
Focusing
You have a solution! Is there also a matching problem? Many IT companies can not argue their solution enough! www.cioct.de – Selling IT better
Added value
You have a solution! What is the added value for the customer? The value of IT solution is not clear when you speak about technology only! www.cioct.de – Selling IT better
Comprehensibility
You have a solution! Is your solution easy & understandable presented?
?
Solutions are not well understood by the customer, if it is too complicated! www.cioct.de – Selling IT better
Business Orientation
You have a solution! How does your Solution support your customer? IT solutions should support the customer and not primarily be a technical solution! www.cioct.de – Selling IT better
The basics for successful selling … not only of IT systems
www.cioct.de – Selling IT better
What does your customer need NOW?
What is unnecessary?
What could be important later?
Every client is unique! Make customized offers instead presenting your belly shop! www.cioct.de – Selling IT better
Current situation in the company
get to know Strategies and goals
consider changes
Show your USP! There are many products and services - what makes your offer unique? www.cioct.de – Selling IT better
Solutions instead of Products
support rather than selling
Individualize instead standardize
Look at your customer! Get to know the customer just before the visit! www.cioct.de – Selling IT better
CIOConsultingTeam IT-Know How ď‚&#x; Management Skills ď‚&#x; Emotional Intelligence
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