IT is one of the quickest changing industries and IT salespeople
need to make sure their approach reflects this. As technology adapts and
changes, and more companies promise they have the best solutions, customers are
getting increasingly confused. This means it’s vital to engage with clients on
a personal level and develop relationships with them.
The key way to do this is to establish yourself as their trusted
advisor. Ensure you spend time discussing the client’s IT needs and make them
feel that you really understand their situation. Try to offer them extra value,
beyond simply pushing your services to them. Help them to make sense of the
vast amount of information available to them. Continue to stay in touch and
support them once the contract has been signed.
To achieve this, you need to listen to the client. Ask them about
their current situation and identify their areas of concern. Once you have
found this out, make sure that you reflect this in your communications with
them and clearly demonstrate how your solution addresses this. This will help
to establish trust between you and the client.
Most sales
are more dependent on the person than the product, but this is especially true
in IT solutions sales. How do you make sure your clients trust you?
Hays Sales
UK are experts in all areas of sales recruitment. To find out more about how
our highly skilled consultants can support you, please visit our website.
your article gives a solution to IT sales people. As you said it is goodto have a strong communication with the clients and keen understanding about their needs. if you want any support visit us
ReplyDelete