This document provides guidance on creating a sales script for IT consulting services. It outlines the product as IT consulting and lists key features such as IT needs assessments and security consulting. The script differentiates the product by focusing on oil and gas industry expertise. It then describes improvements for target IT departments around completing projects, improving strategy, and aligning IT with business goals. Questions are provided to uncover client pain points and challenges around skills, decision-making, alignment, backlogs and ROI. The script also includes questions to understand a client's current state and provides an example customer.

1. How to Create a Sales Script for IT Consulting

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4. PRODUCT
IT CONSULTING
FEATURES
• IT needs assessment
• Network consulting
• Network health assessment
• IT security consulting
• Fractional CIO or CTO
• Strategy consulting
• Project management
DIFFERENTIATION
• We only work with oil and gas businesses and have
deep industry expertise

5. • IT needs assessment
• Network consulting
• Network health assessment
• IT security consulting
• Fractional CIO or CTO
• Strategy consulting
• Project management
PRODUCT
IT CONSULTING
FEATURES
DIFFERENTIATION
TARGET
IT DEPARTMENTS IMPROVEMENTS
• Complete and improve IT-related projects and
tasks
• Improve decisions around IT strategy and
infrastructure management
• Augment their existing IT knowledge and skills
with top-tier expertise
• Align the IT strategy with business goals and
revenue targets
• Decrease the amount of backlog of IT projects
• Maximize the return on investment for dollars
spent on IT
• Improve the delivery of their IT and business
services
• Make something work better
• Make something easier
• Decrease the time it takes to
do something
• Increase revenue or income
• Decrease costs or expenses
• Improve the customer’s
product
• Decrease the risk of
something bad happening
• Improve visibility or access to
information
VALUE
• We only work with oil and gas businesses
and have deep industry expertise

6. PRODUCT
IT CONSULTING
IMPROVEMENTS
TARGET
IT DEPARTMENTS CHALLENGES/CONCERNS
• Need help with IT-related projects and tasks
• Difficult making decisions regarding IT strategy
and infrastructure
• Do not have the needed IT knowledge and skills
in the internal IT organization
• Could be more alignment between IT and the
business strategies
• Backlog of IT projects and not enough resources
to complete the work
• Need to show a positive return on dollars that are
spent on IT
• Quality of IT services will directly impact the
delivery of business services
• What is the opposite of the
improvement?
• What problem goes away with
the improvement?
• What problem starts to
happen if this improvement is
not provided?
VALUE PAIN
• Complete and improve IT-related projects and
tasks
• Improve decisions around IT strategy and
infrastructure management
• Augment their existing IT knowledge and skills
with top-tier expertise
• Align the IT strategy with business goals and
revenue targets
• Decrease the amount of backlog of IT projects
• Maximize the return on investment for dollars
spent on
• Improve the delivery of their IT and business
services

7. PRODUCT
IT CONSULTING
CHALLENGES/CONCERNS
TARGET
IT DEPARTMENTS PAIN QUESTIONS
• How do you feel about having the people and skills
you need to complete your projects and tasks?
• How helpful would it be to get more help and outside
advice with making IT-related decisions?
• How do you feel about needing outside IT expertise,
skills, or people?
• How well do you think IT and the business are
aligned in terms of strategy?
• What type of impact does the backlog of IT projects
have on your business?
• How important is it to improve the ROI for dollars
spent on IT projects?
• How concerned are you about how IT is impacting
the delivery of business services?
• What question could we ask to
see if the prospect has each
challenge or concern?
• For each pain point the
product fixes is a question
that could be asked.
VALUE PAIN QUESTIONS
• Need help with IT-related projects and tasks
• Difficult making decisions regarding IT strategy
and infrastructure
• Do not have the needed IT knowledge and skills
in the internal IT organization
• There could be more alignment between IT and
the business strategies
• Backlog of IT projects and not enough resources
to complete the work
• Need to show a positive return on dollars that are
spent on IT
• Quality of IT services will directly impact the
delivery of business services

8. PRODUCT
IT CONSULTING
TARGET
IT DEPARTMENTS CURRENT STATE QUESTIONS
• Are you currently working with a consulting firm?
• How long have you been with them? How is
everything going?
• What are some of the things you like about what they
provide?
• What are some things that you think could be better?
• Do you currently outsource any IT services or is it all
kept in-house?
• When was the last time you considered hiring an IT
consulting firm?
• (Sizing Question) How many _____ do you currently
have?
• What is the current performance of your______?
• Currently have what you sell?
• Current vendor/provider
• Current systems and
processes
• People in the organization
• Current contracts and
expiration dates
• Size details – number of sites,
people, systems, etc.
• Current performance/stats
(technical, marketing,
financial, etc.)
• Last time evaluated other
options
VALUE PAIN QUESTIONS

9. PRODUCT
IT CONSULTING
TARGET
IT DEPARTMENTS CUSTOMER EXAMPLE
• We worked with an IT department for an
oil and gas company.
• They had challenges decreasing the IT
project backlog.
• We were able to help with project
management and staff augmentation
services.
• This not only helped them decrease the
backlog, but we also helped to improve
the quality of service delivery for the IT
department.
• Who have we helped that is
similar to the target buyer?
• What problem did they have?
• What did we sell to solve that
problem?
• What are two improvements
we helped to influence?
VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

10. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

11. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

12. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

13. Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS

14. Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

15. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

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