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

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

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                                Free Special Report Now at
                                ITSalesSecrets.com

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SP Home Run is a registered trademark of SP Home Run Inc.

Source: iStockphoto

				
DOCUMENT INFO
Description: 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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