How to sell IT service

Re: How to sell IT service

Hello
The "closing" model also presents some conflicts between the belief that buying is driven by rational decision-making, rather than emotion. What is important is to have the buyer of professional services feel comfortable about a rational decision they have to make. The emphasis is on creating a high "comfort level" for the buyer when making the decision. Here are three (3) tips from your strategic thinking business coach on how to avoid large problems associated with the traditional "closing" model.

1. Do not talk too much about yourself and your firm.

2. Do not talk too much about your product and/or service you are offering.

3. Do not push too hard or fast to move the buyer to action.

Remember, you want the buyer to be comfortable with his or her decision. If you give him or her reason to: trust you; believe you understand his or her concerns; place their interests first and you are reliable, then they will hire you.

Instead of the "closing" concept, which presumes a transactional, seller-centered, rational model of buying decisions, let's look at a model centered on trust in the seller. Here are four (4) tips from your strategic thinking business coach to achieve a trust-centered model for selling professional services.

1. Focus on the client relationship, not the transaction.

2. Focus on selling with an emphasis on competence to solving problems and bringing value, rather than an emphasis on qualifications.

3. Listen and hear what the client or prospect is saying to you.

4. Envision solutions with your client or prospect.

Re: How to sell IT service

Thanks for sharing with experiences.Why is selling a service so different from selling a product? In some ways, the principles should be the same.
But there are some differences between a product and a service, requiring different sales techniques.
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B&B Ballina

Re: How to sell IT service

These is one of the good information, but I think the tone has a high degree of risk and worry when buying. They do not really know what they receive from you before spending money and actually experience the service. During the sales process, all purchases of a promise that you will do something for them.

Re: How to sell IT service

Now a days we have lots of ways for doing marketing and that is why we can sell our services very nicely and at very good deal also. The information you have shared over here is really nice and important for other people as well so that they also can utilize it.

Re: How to sell IT service

These all common information which you can share is great. In all these there are so many things But there are some differences between a product and a service, requiring different sales techniques.

Re: How to sell IT service

I could realize your point of view since I am an IT engineer myself. I know, Customer hardly understand what the code in the software is going to do.