SPHomeRun.com IT Sales Strategies:   Closing Sales or    Contracts with   Potential Clients  Courtesy of the  Small Busine...
Sponsored by ITSalesSecrets.comSPHomeRun.com  While Qualified  Leads are  Pretty Valuable,
Sponsored by ITSalesSecrets.comSPHomeRun.com  Closing Sales  and Contracts  with New Potential  Clients is Even  More Valu...
Sponsored by ITSalesSecrets.comSPHomeRun.com  How Do I Close  a Sale or  a Contract  with a Potential  Customer?
Sponsored by ITSalesSecrets.comSPHomeRun.com  Differentiate  Between Closing  a Sale vs. Closing  a Contract
Sponsored by ITSalesSecrets.comSPHomeRun.com  Relationships  and Credibility  Need to be  Established  with Customers
Sponsored by ITSalesSecrets.comSPHomeRun.com  Before You Can  Make Repeat Sales
Sponsored by ITSalesSecrets.comSPHomeRun.com And then Ultimately Transition those Relationships into Long-term Support Con...
Sponsored by ITSalesSecrets.comSPHomeRun.com  Don’t Propose  “Marriage” on  Your “First Date”
Sponsored by ITSalesSecrets.comSPHomeRun.com  While This  Approach May  Seem Relatively  Harmless at First,
Sponsored by ITSalesSecrets.comSPHomeRun.com  It Can Have  Several Negative  Consequences:
Sponsored by ITSalesSecrets.comSPHomeRun.com• It Lets  Prospective  Customers Know
Sponsored by ITSalesSecrets.comSPHomeRun.com    That You Care    More About Your    Own Immediate    Financial Interests
Sponsored by ITSalesSecrets.comSPHomeRun.com     Than the Long-     term Relationship
Sponsored by ITSalesSecrets.comSPHomeRun.com• It Lengthens the  Sales Cycle  Unnecessarily
Sponsored by ITSalesSecrets.comSPHomeRun.com   Because of the   Risk Perception   on the Part   of the Prospective   Custo...
Sponsored by ITSalesSecrets.comSPHomeRun.com• You May  Inadvertently  Commit  Your Company  to Toxic,
Sponsored by ITSalesSecrets.comSPHomeRun.com    Distracting,    Money-losing    Relationships
Sponsored by ITSalesSecrets.comSPHomeRun.com   How Do You Know   That You Actually   Want these   Customers’ Long-   term ...
Sponsored by ITSalesSecrets.comSPHomeRun.com  Seven IT Sales  Strategies  That Close Sales  and Ultimately  Contracts Faster
Sponsored by ITSalesSecrets.comSPHomeRun.com  To Shorten the  Sales Cycle for  Your IT Business
Sponsored by ITSalesSecrets.comSPHomeRun.com  And Establish  Healthy Customer  or Client  Relationships,
Sponsored by ITSalesSecrets.comSPHomeRun.com  Consider the  Following Best  Practices:
Sponsored by ITSalesSecrets.comSPHomeRun.com  1. Use Highly     Targeted     Marketing     Activities and     Lead Generat...
Sponsored by ITSalesSecrets.comSPHomeRun.com  2. Develop Efficient     and Consistent     Lead     Qualification     Crite...
Sponsored by ITSalesSecrets.comSPHomeRun.com  3. Focus on Selling     a Small, Initial,     Low-risk,     Proving-ground  ...
Sponsored by ITSalesSecrets.comSPHomeRun.com  4. Bring an     Engagement     Letter with You
Sponsored by ITSalesSecrets.comSPHomeRun.com  5. Present     Testimonial     Letters, Videos,     and     Case Studies
Sponsored by ITSalesSecrets.comSPHomeRun.com  6. Guarantee Your     Findings
Sponsored by ITSalesSecrets.comSPHomeRun.com  7. Offer to Apply     the Cost of the     Proving-ground     Project
Sponsored by ITSalesSecrets.comSPHomeRun.com  In this Post,  We Looked at  How to Distinguish  Between Closing  a Sale vs.
Sponsored by ITSalesSecrets.comSPHomeRun.com  Selling a Contract,  Why You Need  to Pace Yourself,
Sponsored by ITSalesSecrets.comSPHomeRun.com  And Seven  Strategies that  Close Sales Faster
Sponsored by ITSalesSecrets.comSPHomeRun.com  Which IT Sales  Strategies Have  You Found to be  Most Effective
Sponsored by ITSalesSecrets.comSPHomeRun.com  at (a) Converting  Leads to  Customers,
Sponsored by ITSalesSecrets.comSPHomeRun.com And (b) Converting New Customers to Contracts?
Sponsored by ITSalesSecrets.comSPHomeRun.com  Please Share  Your Tales  From the Field  in the Comments  Section Below
SPHomeRun.comRecommended Reading:Seven IT Sales Secrets                                Download this                      ...
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IT Sales Strategies: Closing Sales or Contracts with Potential Clients (Slides)

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http://ITSalesSecrets.com SUMMARY SLIDES: Looking for IT sales strategies that help you close sales and contracts faster with new clients? This article has 7 strategies to get you started. Copyright (C) SP Home Run Inc. SP Home Run is a registered trademark of SP Home Run Inc. All worldwide rights reserved.

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Transcript of "IT Sales Strategies: Closing Sales or Contracts with Potential Clients (Slides)"

  1. 1. SPHomeRun.com IT Sales Strategies: Closing Sales or Contracts with Potential Clients Courtesy of the Small Business Computer Consulting Blog http://blog.sphomerun.com Source: iStockphoto
  2. 2. Sponsored by ITSalesSecrets.comSPHomeRun.com While Qualified Leads are Pretty Valuable,
  3. 3. Sponsored by ITSalesSecrets.comSPHomeRun.com Closing Sales and Contracts with New Potential Clients is Even More Valuable
  4. 4. Sponsored by ITSalesSecrets.comSPHomeRun.com How Do I Close a Sale or a Contract with a Potential Customer?
  5. 5. Sponsored by ITSalesSecrets.comSPHomeRun.com Differentiate Between Closing a Sale vs. Closing a Contract
  6. 6. Sponsored by ITSalesSecrets.comSPHomeRun.com Relationships and Credibility Need to be Established with Customers
  7. 7. Sponsored by ITSalesSecrets.comSPHomeRun.com Before You Can Make Repeat Sales
  8. 8. Sponsored by ITSalesSecrets.comSPHomeRun.com And then Ultimately Transition those Relationships into Long-term Support Contracts
  9. 9. Sponsored by ITSalesSecrets.comSPHomeRun.com Don’t Propose “Marriage” on Your “First Date”
  10. 10. Sponsored by ITSalesSecrets.comSPHomeRun.com While This Approach May Seem Relatively Harmless at First,
  11. 11. Sponsored by ITSalesSecrets.comSPHomeRun.com It Can Have Several Negative Consequences:
  12. 12. Sponsored by ITSalesSecrets.comSPHomeRun.com• It Lets Prospective Customers Know
  13. 13. Sponsored by ITSalesSecrets.comSPHomeRun.com That You Care More About Your Own Immediate Financial Interests
  14. 14. Sponsored by ITSalesSecrets.comSPHomeRun.com Than the Long- term Relationship
  15. 15. Sponsored by ITSalesSecrets.comSPHomeRun.com• It Lengthens the Sales Cycle Unnecessarily
  16. 16. Sponsored by ITSalesSecrets.comSPHomeRun.com Because of the Risk Perception on the Part of the Prospective Customers
  17. 17. Sponsored by ITSalesSecrets.comSPHomeRun.com• You May Inadvertently Commit Your Company to Toxic,
  18. 18. Sponsored by ITSalesSecrets.comSPHomeRun.com Distracting, Money-losing Relationships
  19. 19. Sponsored by ITSalesSecrets.comSPHomeRun.com How Do You Know That You Actually Want these Customers’ Long- term Business?
  20. 20. Sponsored by ITSalesSecrets.comSPHomeRun.com Seven IT Sales Strategies That Close Sales and Ultimately Contracts Faster
  21. 21. Sponsored by ITSalesSecrets.comSPHomeRun.com To Shorten the Sales Cycle for Your IT Business
  22. 22. Sponsored by ITSalesSecrets.comSPHomeRun.com And Establish Healthy Customer or Client Relationships,
  23. 23. Sponsored by ITSalesSecrets.comSPHomeRun.com Consider the Following Best Practices:
  24. 24. Sponsored by ITSalesSecrets.comSPHomeRun.com 1. Use Highly Targeted Marketing Activities and Lead Generation
  25. 25. Sponsored by ITSalesSecrets.comSPHomeRun.com 2. Develop Efficient and Consistent Lead Qualification Criteria
  26. 26. Sponsored by ITSalesSecrets.comSPHomeRun.com 3. Focus on Selling a Small, Initial, Low-risk, Proving-ground Project
  27. 27. Sponsored by ITSalesSecrets.comSPHomeRun.com 4. Bring an Engagement Letter with You
  28. 28. Sponsored by ITSalesSecrets.comSPHomeRun.com 5. Present Testimonial Letters, Videos, and Case Studies
  29. 29. Sponsored by ITSalesSecrets.comSPHomeRun.com 6. Guarantee Your Findings
  30. 30. Sponsored by ITSalesSecrets.comSPHomeRun.com 7. Offer to Apply the Cost of the Proving-ground Project
  31. 31. Sponsored by ITSalesSecrets.comSPHomeRun.com In this Post, We Looked at How to Distinguish Between Closing a Sale vs.
  32. 32. Sponsored by ITSalesSecrets.comSPHomeRun.com Selling a Contract, Why You Need to Pace Yourself,
  33. 33. Sponsored by ITSalesSecrets.comSPHomeRun.com And Seven Strategies that Close Sales Faster
  34. 34. Sponsored by ITSalesSecrets.comSPHomeRun.com Which IT Sales Strategies Have You Found to be Most Effective
  35. 35. Sponsored by ITSalesSecrets.comSPHomeRun.com at (a) Converting Leads to Customers,
  36. 36. Sponsored by ITSalesSecrets.comSPHomeRun.com And (b) Converting New Customers to Contracts?
  37. 37. Sponsored by ITSalesSecrets.comSPHomeRun.com Please Share Your Tales From the Field in the Comments Section Below
  38. 38. SPHomeRun.comRecommended Reading:Seven IT Sales Secrets Download this Free Special Report Now at ITSalesSecrets.comCopyright © SP Home Run Inc. All worldwide rights reserved.SP Home Run is a registered trademark of SP Home Run Inc.Source: iStockphoto
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