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How to Uncover Hidden IT Sales OpportunitiesA Guide for Technology Companies                                   Raj Khera  ...
So Who’s This Raj Khera Guy?• Engineer turned business guy    – CEO, GovCon – sold in 1999 for $12MM    – Partner, FilterP...
Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
Conversations lead to trust
Trust enables a lot of thingsto happen
How to startconversations
Clients think about morethan just technology
Look for trends across clients,opportunities to add new products
Get clients to say this:I didn’t know your company did that...Talk to me.
Avoid this:I didn’t know your company did that…We just hired someone else for it.
#1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
Don’t miss the bigger picture.Tell me about what you are looking to do?
Questions that uncoverhidden sales opportunities(if you’re talking, you’re not listening)
What kinds of things go wrong in your  daily operations? Do these matter?
Money aside, whatprocesses would you  change right now?
If a storm knocked out power at    your office for many days, how            would your staff work?How would you reach you...
If a hurricane or earthquakedamaged your office or equipment,how would you recover your data?
Have you calculated thecost of the time your staffloses due to technologybottlenecks?
Is any software or toolholding you back fromgetting things done moreefficiently?
How much time does your staff spend doing<name your process>?What would improve if you reduced this time?
What is the most common support question you get from your staff?                     Your clients?
What kind of growth are you expecting inthe next 12 months?     Number of newemployees expected?
What kind of  infrastructurechanges will youneed to support   this growth?
How are you managing productivity within yourorganization? Do you feel certain processes arepreventing you from producing ...
When training new employees, whatare the typical issues you encounter?
As you grow, how will you effectivelymanage communications and databetween your locations?
How do you handle network securityfor your teleworkers?
What could happen to your data, networkaccess and web site if a staff member lost a            company laptop at an airport?
What safeguards do you have in place toprevent a security breach?
In the event of a securitybreach, what process do you havein place to restore your company’sdata?
How does your data security process differ ifit’s an internal breach or an external hacker?
If a customer’s first interaction withyou was your web site, what wouldyou hope they do?What do you think they really do?
What are some of therecent mobile support     options you have            explored?
How long do you usually keep equipment   like computers, printers, phones?
Have you explored a business case tosee if you should upgrade to <you name it>?
What were some of your successesfrom last year? How will you capitalizeon these successes this year?
What were some of your missedopportunities or failures from lastyear? Still important? Plans?
Are you aware of any upcoming legislationthat could affect your business?
I saw your announcement about…
What really happens if you don’tmeet certain goals this year?
What are your expectations for theinvestment needed to meet these goals?
What are your competitors excelling inthat you are not?
What might cause one of yourclients to choose a competitor?
What kinds of things do you feelwould make you more profitable?
Have you looked for areas in whichyou might have hidden expenses?
Pitching Mr. Know-It-All:I can see that you have a lot of these issuesin good hands. So, what were you hoping toaddress by...
How is that working out for you?Are you getting the results youwant from that solution?
Don’t provide a solution        immediatelyAsk more questions…
So you don’t chase the    wrong problem.If you could integrate your desktops,mobile devices and telephone system,    would...
“Nice to Have”projects don’t get funded
Ask for a testimonial      BEFOREyou get the contract
The more you askThe more you uncover  The more you sell
Blog + Newsletter + Analytics = More Business               www.presstacular.com                 800-475-1415
The IT Marketing Crash Course:How to Get Clients for Your Technology Business              www.ITMarketingBook.com        ...
Non-Sales Questions That Lead to Sales
Non-Sales Questions That Lead to Sales
Non-Sales Questions That Lead to Sales
Non-Sales Questions That Lead to Sales
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Non-Sales Questions That Lead to Sales

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List of questions that lead to conversations that generate more technology sales. These questions are designed to be used by both non-sales and sales people to uncover hidden opportunities for IT sales. A checklist with how/when to use each question is available here: http://www.presstacular.com (See Resources > Guides).

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Non-Sales Questions That Lead to Sales

  1. 1. How to Uncover Hidden IT Sales OpportunitiesA Guide for Technology Companies Raj Khera © MailerMailer LLC www.presstacular.com
  2. 2. So Who’s This Raj Khera Guy?• Engineer turned business guy – CEO, GovCon – sold in 1999 for $12MM – Partner, FilterPoint – sold in 2009 – Partner, MoreBusiness.com• CEO MailerMailer – Presstacular – email marketing tool that includes a library of articles just for IT companies – Author: IT Marketing Crash Course Presentation Slides © 2013 MailerMailer LLC
  3. 3. Everybody: Start Conversations(Non-Sales People: Ask Lots of Questions)
  4. 4. Conversations lead to trust
  5. 5. Trust enables a lot of thingsto happen
  6. 6. How to startconversations
  7. 7. Clients think about morethan just technology
  8. 8. Look for trends across clients,opportunities to add new products
  9. 9. Get clients to say this:I didn’t know your company did that...Talk to me.
  10. 10. Avoid this:I didn’t know your company did that…We just hired someone else for it.
  11. 11. #1 Mistake: Talking, not ListeningQ: Do you do XYZ?A: Yes, here’s what we do… <list>
  12. 12. Don’t miss the bigger picture.Tell me about what you are looking to do?
  13. 13. Questions that uncoverhidden sales opportunities(if you’re talking, you’re not listening)
  14. 14. What kinds of things go wrong in your daily operations? Do these matter?
  15. 15. Money aside, whatprocesses would you change right now?
  16. 16. If a storm knocked out power at your office for many days, how would your staff work?How would you reach your clients?
  17. 17. If a hurricane or earthquakedamaged your office or equipment,how would you recover your data?
  18. 18. Have you calculated thecost of the time your staffloses due to technologybottlenecks?
  19. 19. Is any software or toolholding you back fromgetting things done moreefficiently?
  20. 20. How much time does your staff spend doing<name your process>?What would improve if you reduced this time?
  21. 21. What is the most common support question you get from your staff? Your clients?
  22. 22. What kind of growth are you expecting inthe next 12 months? Number of newemployees expected?
  23. 23. What kind of infrastructurechanges will youneed to support this growth?
  24. 24. How are you managing productivity within yourorganization? Do you feel certain processes arepreventing you from producing more?
  25. 25. When training new employees, whatare the typical issues you encounter?
  26. 26. As you grow, how will you effectivelymanage communications and databetween your locations?
  27. 27. How do you handle network securityfor your teleworkers?
  28. 28. What could happen to your data, networkaccess and web site if a staff member lost a company laptop at an airport?
  29. 29. What safeguards do you have in place toprevent a security breach?
  30. 30. In the event of a securitybreach, what process do you havein place to restore your company’sdata?
  31. 31. How does your data security process differ ifit’s an internal breach or an external hacker?
  32. 32. If a customer’s first interaction withyou was your web site, what wouldyou hope they do?What do you think they really do?
  33. 33. What are some of therecent mobile support options you have explored?
  34. 34. How long do you usually keep equipment like computers, printers, phones?
  35. 35. Have you explored a business case tosee if you should upgrade to <you name it>?
  36. 36. What were some of your successesfrom last year? How will you capitalizeon these successes this year?
  37. 37. What were some of your missedopportunities or failures from lastyear? Still important? Plans?
  38. 38. Are you aware of any upcoming legislationthat could affect your business?
  39. 39. I saw your announcement about…
  40. 40. What really happens if you don’tmeet certain goals this year?
  41. 41. What are your expectations for theinvestment needed to meet these goals?
  42. 42. What are your competitors excelling inthat you are not?
  43. 43. What might cause one of yourclients to choose a competitor?
  44. 44. What kinds of things do you feelwould make you more profitable?
  45. 45. Have you looked for areas in whichyou might have hidden expenses?
  46. 46. Pitching Mr. Know-It-All:I can see that you have a lot of these issuesin good hands. So, what were you hoping toaddress by having me come here today?
  47. 47. How is that working out for you?Are you getting the results youwant from that solution?
  48. 48. Don’t provide a solution immediatelyAsk more questions…
  49. 49. So you don’t chase the wrong problem.If you could integrate your desktops,mobile devices and telephone system, would that be worth pursuing?
  50. 50. “Nice to Have”projects don’t get funded
  51. 51. Ask for a testimonial BEFOREyou get the contract
  52. 52. The more you askThe more you uncover The more you sell
  53. 53. Blog + Newsletter + Analytics = More Business www.presstacular.com 800-475-1415
  54. 54. The IT Marketing Crash Course:How to Get Clients for Your Technology Business www.ITMarketingBook.com +1-301-825-5658

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