Business
Skills Module: Selling Consulting and IT Services
Goal
The IT-consultant should
be placed in the position to effectively lead complex sales pitches.
Examples of Use
Especially in the sales
phase, but also in many situations in which the IT-professional needs to
convince his customer with his recommendations and solutions.
Contents
Creating and
carrying out a customer-specific presentation of your own company
Building
personal relationships
Identifying the
correct contact person of your potential customer
Working out the
decision making network
Recognizing
your customer’s toeholds
The
difference between "hot buttons", "red issues" and
"red flags"
Developing need
in your customer
Compiling the
specific needs of the customer
Being able to
argue on the technical and business levels
payback
and return-on-investment as a key figures
How
to demonstrate the value of your possible solution
Dealing with
doubt and objections from your customer
Negotiating
conditions
Result
The
participants know how to create a customer specific value by understanding the
customer's needs, the decision making process, the value they can create for
their customers and to develop the essential skills that make consultants and
sales consultants successful.
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