Or, don’t sell the steak, sell the sizzle!

Many computer consultants are trained to sell managed services through a cost analysis, aka ‘the steak’.  Many times this is a good approach but consider adding a new technique to your sales ‘bag of tricks’.

Why not also sell the ’sizzle’ of the steak and the aroma, and make the prospect’s mouth start  to salivate. If you can get your prospect to begin to visualize the benefits of managed services then you are much closer to selling them on your computer consultant marketing contract. (more…)

Imagine you’re in the middle of a sales call presenting your managed services offering and as you begin going through your ROI calculator you suddenly hit a brick wall.

You’re trying to track down their down time and the cost to maintain their network; but you can’t turn up anything except minimal cost!

“Ever felt like you were playing a ’shell game’ and your prospect is hiding their true Information Technology support cost?”
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Imagine you’re just sitting down in front of a prospect at your prearranged appointment, and you hear those dreaded words, “We’re happy with our current consultant.”

It’s happened before and it’s likely going to happen again, but as we have addressed in previous blogs; it’s not always a bad thing when you’re prepared for it.  Keep the following points in mind:

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