Selling IT better
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CIO Consulting Team IT-Know How Management Skills Emotional Intelligence
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You want to sell your IT solutions better? Are you prepared for the changes in customer situation and the market?
Transcript of Selling IT better
CIOConsultingTeam IT-Know How Management Skills Emotional Intelligence
The typical sales
process of IT
www.cioct.de – Selling IT better
Who are we? What
can we do?
What do you need?
monotony!
You have a solution!
Is there also a matching problem?
Many IT companies can not argue their solution enough!
Focusing
www.cioct.de – Selling IT better
The value of IT solution is not clear when you speak about technology only!
You have a solution!
What is the added value for the customer?
Added value
www.cioct.de – Selling IT better
Solutions are not well understood by the customer, if it is too complicated!
You have a solution!
Is your solution easy & understandable presented?
Comprehensibility
?
www.cioct.de – Selling IT better
IT solutions should support the customer and not primarily be a technical solution!
You have a solution!
How does your Solution support your customer?
Business Orientation
www.cioct.de – Selling IT better
The basics for successful
selling
… not only of IT systems
www.cioct.de – Selling IT better
Make customized offers instead presenting your belly shop!
Every client is unique!
www.cioct.de – Selling IT better
What does your customer need NOW?
What is unnecessary?
What could be important later?
Show your USP!
There are many products and services - what makes your offer unique?
www.cioct.de – Selling IT better
Current situation in the company
get to know Strategies and goals
consider changes
Get to know the customer just before the visit!
Look at your customer!
www.cioct.de – Selling IT better
Solutions instead of Products
support rather than selling
Individualize instead standardize
CIOConsultingTeam IT-Know How Management Skills Emotional Intelligence
We support you!
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42859 Remscheid
phone: +49 2191 8427228
Mail: [email protected]
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