Hi there. It’s Joshua Fineberg from SalesITSecrets.com and here to talk with you today about sales IT strategies that you can use for turning your prospects until long term clients. This again are Sales IT Strategies for Turning Prospects into Long-Term Clients. 3 Tips that Help Prospective Clients Overcome Their Own Sales Objections.
Now, are you looking for some proven sales strategies for your IT projects that can help you more easily and more rapidly turn your prospects into long term clients, especially clients on ongoing supported grounds?
If so, you’re definitely in the right place because if you want to get more clients for your IT business, you need to be able to effectively and persuasively overcome your prospects sales objections and in order to this, you should be looking to turn the tables on your prospects and ask questions that make them decide on their own that they need your help. Because after all, don’t most ideas sound better when there your ideas?
Now, in order for your sales IT strategies to be successful, you need to convince your prospects that what you’re trying to sell is both critical and urgent. So let's took at 3 tips that can help you prospective clients overcome their own objections and get on the road toward being great new clients for the long hall.
First and foremost, suggest the potential problems to your clients. You don’t want to make it that obvious but in order to get your sales IT strategy to work with potential clients you need to set up in their minds that there are some big potential things that there are overlooking with their current systems because they probably are not even aware of these issues.
You need to ask questions that will get them thinking, “Hmm, almost most of our system infrastructure installed was a few years ago or is it more than a few years ago?” And, “How long ago was that?” “Who did the work?” “Is that person or company still maintaining the systems?”
After you ask these questions, your prospects will start to think, “Gee, I guess it’s been a while since we have these installed and I don’t even really remember who did it.” “Yeah your right. No one’s been maintaining it for at least the past 6 months if not more.”
Once they start thinking about these issues, they’ll start to realize the need for more consistent response for active professional support. Of course, if you have some client case studies and testimonial letters to support this all, don’t be shy about flaunting your credibility enhancer during the sales process.
At first and foremost, think about suggesting potential problems to your prospects to see if it sounds like things that they maybe going through as well.
Second, make sure you ask questions about maintenance. The next part of getting your clients to do that the heavy lifting with your sales IT strategies is to ask questions about how often their systems are maintained.
These questions help you to get a better idea of the current condition of their systems and technology assets, while also showing your prospects that they're lot more disorganized than they believe they are to be and they really need your expertise to come and clean things up for them and cut after right out of their cage a little bit to get them to second guess their previous judgment and become a little boarder line obsessive about trying to fix this big over side on their port.
So you might ask things like, “Gee, could you tell me a little bit more about what kind of maintenance is done and how often it’s done?” “Do you have any kind of notebook or log showing the maintenance activities and routines support requestor.” “Do you have any support history?” or “Do you have copies of some support invoices or something similar?”
“You know, while we’re talking about how big this is being done, what kind of inscription are using on the network, on the desktop’s, on the wireless,” and “What’s your automated data backup and restore plan? And, “Gee, when was the last time your firewall was tested and updated?”
And finally I’m just curious, if your office was devastated tomorrow by a tornado or a flash flood or a fire or an earthquake, could your business survive? Really? I’m wondering how? So second, to get them thinking ask question about maintenance.
Third, love to get an idea of how many IT professionals your prospects have used. To really get your prospects to buy into what you’re selling and ease them along the sales IT process you need to ask about the number of people that have been involved with their systems over the years.
If they're like most typical small business center, they’ve probably they had 3 or 4 or 5 or more different companies during the past several years. This means, they probably have a pretty messy IT environment and a much bigger blob of blur accountability and batch highly vulnerable infrastructure than they probably even realize.
Now, in this short video, we’ve talked about 3 sales IT strategies to help you turn the process of selling prospects around on your clients, so they can actually be the one’s that overcome their own sales objections.
For more about how you get the best study high paying clients in your area onto your client list, go sign up for your proven sales IT secrets now at SalesITSecrets.com. Again the URL is SalesITSecrets.com.
This has been Joshua Fineberg for SalesITSecrets.com. Thanks for tuning in today. We certainly appreciate your time and interest and look forward to connecting up with you again real soon. Take care now and have a great day.
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