Download pdf - IT Consulting Sales is All about Relationship Selling (Slides)

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IT Consulting

Sales is All about

Relationship Selling Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com Source: iStockphoto

http://blog.sphomerun.com/

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In IT Consulting

Sales, You are the

Product

Sponsored by ITSalesSecrets.com

http://itsalessecrets.com/

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Research Tells Us

that Prospects are

Likely to Choose a

Vendor for These

Reasons



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• They Know You;

They are Familiar

With You and Your

IT Consulting

Service



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• They Trust You;

You Have Become

a Trusted Advisor



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• Your Price is

Right; They See

the Value in Your

Proposition



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• Your Service is

Good; They Know

Your Track Record



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“A Relationship

Without a Sale is

Called a Friendship,



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But a Sale Without a

Relationship is

Called a Vending

Machine.”



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Make Sure that

Your IT Consulting

Sales Process is

Customer-Centric



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• Connect with

Prospects &

Customers

Wherever They Are



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• Listen to What

Your Prospects &

Customers Want



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• Show That You

Care About their

Needs; Tailor Your

Offering to Meet

their Requirements



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• Check-in

Frequently Even

After the Sale



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Customer Loyalty &

Relationship Selling

Are Intimately

Interwoven



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Getting the

Relationship Right

is Vital



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Relationship Selling

Works as an

IT Consulting

Sales Strategy



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Please Share

Your Tips, Hints,

and Feedback in

the Comments

Area Below



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Recommended Reading:

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