Tips for Sales in IT

DevelopersFail 1: Each new project from scratch

Developers

Fail 2: Slow responsiveness due to busy schedule or long “bench”

Developers: Fail 3: Always underestimate

• Testing & bug fixing• PM• Wrong project understanding

Clients: Fail: Close campaign for ever

Clients: Fail Objection

Too expensive and long

Responses:

1) Such many clients won’t work with us if it was really expensive;2) How did you define that the services you compare are the same level?3) Why have you decided that we’re expensive?4) What is expensive for you?5) Some of our clients also think the same way at the beginning.6) Do you remember situation when you bought something cheap then regretted about it?7) Propose milestone by milestone development.

Good for Sales:

1) Mockups, wireframes;2) Technology knowledge at basis level.3) Consulting. What is better: native app or responsive website?4) Good analogs of projects.5) SDLC.6) Collaborative tools.