IT Consulting Sales is All about Relationship Selling (Slides)

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http://ITSalesSecrets.com SUMMARY SLIDES: Loosing IT Consulting Sales to the consultant down the block? If you are not using relationship selling, you need to. This post will get you started. Copyright (C) SP Home Run Inc.

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IT Consulting Sales is All about Relationship Selling (Slides)

  1. 1. SPHomeRun.com IT Consulting Sales is All aboutRelationship Selling Courtesy of the Small Business Computer Consulting Blog http://blog.sphomerun.com Source: iStockphoto
  2. 2. Sponsored by ITSalesSecrets.comSPHomeRun.com In IT Consulting Sales, You are the Product
  3. 3. Sponsored by ITSalesSecrets.comSPHomeRun.com Research Tells Us that Prospects are Likely to Choose a Vendor for These Reasons
  4. 4. Sponsored by ITSalesSecrets.comSPHomeRun.com • They Know You; They are Familiar With You and Your IT Consulting Service
  5. 5. Sponsored by ITSalesSecrets.comSPHomeRun.com • They Trust You; You Have Become a Trusted Advisor
  6. 6. Sponsored by ITSalesSecrets.comSPHomeRun.com • Your Price is Right; They See the Value in Your Proposition
  7. 7. Sponsored by ITSalesSecrets.comSPHomeRun.com • Your Service is Good; They Know Your Track Record
  8. 8. Sponsored by ITSalesSecrets.comSPHomeRun.com“A RelationshipWithout a Sale isCalled a Friendship,
  9. 9. Sponsored by ITSalesSecrets.comSPHomeRun.comBut a Sale Without aRelationship isCalled a VendingMachine.”
  10. 10. Sponsored by ITSalesSecrets.comSPHomeRun.comMake Sure thatYour IT ConsultingSales Process isCustomer-Centric
  11. 11. Sponsored by ITSalesSecrets.comSPHomeRun.com• Connect withProspects &CustomersWherever They Are
  12. 12. Sponsored by ITSalesSecrets.comSPHomeRun.com• Listen to WhatYour Prospects &Customers Want
  13. 13. Sponsored by ITSalesSecrets.comSPHomeRun.com• Show That YouCare About theirNeeds; Tailor YourOffering to Meettheir Requirements
  14. 14. Sponsored by ITSalesSecrets.comSPHomeRun.com• Check-inFrequently EvenAfter the Sale
  15. 15. Sponsored by ITSalesSecrets.comSPHomeRun.comCustomer Loyalty &Relationship SellingAre IntimatelyInterwoven
  16. 16. Sponsored by ITSalesSecrets.comSPHomeRun.com Getting the Relationship Right is Vital
  17. 17. Sponsored by ITSalesSecrets.comSPHomeRun.comRelationship SellingWorks as anIT ConsultingSales Strategy
  18. 18. Sponsored by ITSalesSecrets.comSPHomeRun.com Please Share Your Tips, Hints, and Feedback in the Comments Area Below
  19. 19. 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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