Got IT Sales Questions?

IT Sales Questions – And A Word About The Brain Tumor That’s Killing Your Sales Life

Are you a salesperson in the Information Technology field? Most IT salespeople realize there’s something major missing in what they do. Can you answer “Yes” to one of these questions:

• Has your world been turned upside-down in the past year or so, because of huge changes in how the software giants who make the products that you sell are doing business?

• Are you fed up with your results from cold calling, which you’ve been doing using lists and scripts that were plopped on your desk by an uncaring boss?

• Do you find yourself unsure and struggling with what IT sales questions to ask prospects, and what’s going to happen next in the selling process?

 

If you can, you have a serious problem. This is completely normal and totally fatal. Notice how thousands of salespeople in the IT field experience these feelings and issues every day, because they’ve never been taught how to ask IT sales questions and to sell in the business world.  And their careers are going down the tubes fast.

 

Day One: When Things Started Going Wrong For You

Remember your first day at work at the company you’re at today? They handed you a product data sheet, maybe a manual, showed you where the price list was, and said, “Off you go!”, right? As a consultative sales trainer who’s been working with IT Value-Added Resellers (VARs) and boutique software development firms for years, let me tell you: This is as much “training” as just about everyone in your shoes gets. And what good is it? After some studying, maybe you’ll know these pathetic things about the accounting, CRM, network security, offsite backup, software or cloud service that the company you work for provides:

1. the logo
2. the features
3. the price.

 

Underwhelming. In your own real-world experience, slogging it out in Sales with only these three pieces of information to support you, how effective has your effort been?

Sometimes, I know, in the VAR realm, the software giants provide you a data sheet or product info card. This is supposed to help you…but check it out. What does it have on it? Charts…listings…data. Features. Eventually they take a stab at benefits: usually phrasing like “Helping you achieve your business goals.” How does that sound to you? Does it ring hollow? It should. Without anything but data that only a techie like you would be interested in to back the phrase up, it falls flat.

Your Customer Isn’t YOU

Why does saying “helping you achieve your business goals” like the software giant data sheet says make prospects roll their eyes? Why doesn’t it work? The answer is because your customer isn’t YOU. I know you’re the kind of person who got into IT sales from a technical direction: software developer, accountant, help desk or support guy or gal who just ended up selling one day. Given the lack of support you got in your new job, you learned the three things listed above about what you offer and that’s all. Logo, features, price.

 

What blocks you from success in IT sales is that your prospect doesn’t care about any of these things!  Stop acting like a sales zombie and figure it out:

They don’t care about the logo and marketing material.

They don’t care about its features.

They don’t care about the price.

That’s right! They don’t even care about the price!

 

What a statement I’ve just made. Is your mind reeling? Let me tell you why the prospect is not impressed with any of these things from the get-go. Colors and pretty pictures don’t matter until after the sale, when your new client starts recognizing your branding and hopefully having a warm and fuzzy feeling about it. Bells and whistles are useless to an individual unless these are directly shown to solve specific, urgent problems your prospect is experiencing. What they’re going to have to pay for the thing is again not important because you’ve either: a) not shown how what you offer solves any urgent problems for your prospect–and so it’s worthless to them, or b) expertly lead them through a consultative selling process, asking open ended sales questions, and they’ve convinced themselves that the only solution to their urgent problems is your product or service–and, like someone having a heart attack, they’ll pay just about anything to live.

Got it?

 

The Bubbling Secrets of IT Sales Questions and Delirious Sales Performance

Are you starting to see now why what you’ve been doing in Sales up until now hasn’t been effective? Do you need to know the secrets of what to do differently in order to rocket up to massive success in the IT VAR world?

 

Studies and experience have shown that the best way people learn these days is by video. You probably don’t have time to read a book or an ebook. So I’ve put this vital information together in a video package that will enable you to easily learn the concepts. Also, I want you getting out there right away and using this stuff in the real world–I was able to use something I’d learned with my training the first day to go out and save a customer!

 

• Do you want to be prospecting comfortably and effectively in the new IT VAR world?

• Do you need to be asking the right IT sales questions in order to engage your prospect, get them to tell you the truth about their problems, and find out if what you offer is the right solution?

• Do you dream of large commission checks, pats on the back from the boss, being able to buy the things you want and share the enjoyment of your success with your friends and family?

 

If you’re smart enough to do the things you’re told to do in these videos, you can have these results–but I have to warn you.  Most people are just too damned lazy to get it.  They don’t want it badly enough.  As soon as they can go back to their comfortable, zombie sales routine, they stop doing the things that I tell them to do to make them successful.  I don’t want to be nice to you.  A coach who is nice to you would let you stay where you are, in your comfortable downward spiral of failure.

So maybe this isn’t for you. I’m not going to tell you that you’re going to become a huge success in the IT sales world if you’re not willing to get this program and put in the effort.

This hulking video package is in five segments totaling about an hour of the most focused, intense and helpful IT prospecting and questioning skills training to kick you over the top.  It’s about an hour because that’s all I think your hummingbird attention span can handle, but there’s so much firepower in there you’ll be overwhelmed with new actions to take for months.  You’ll also receive pdf files of a sample consultative sales cold calling script, and typical reasons people choose to do business with you–with which you can craft your core message. Most of all, you’re getting the experience and know-how of a successful IT VAR consultant: one who has prospected for thousands of hours on their behalf, and has been well rewarded for his efforts.

Consultative sales training can cost thousands of dollars. Mine totaled over $10,000. One thing that has always bugged me about training is how expensive it is.  How is an underperforming salesperson like you supposed to afford that?  So what I’ve decided to do here is make this video training totally accessible.
I want you to have this expertise on asking qualifying sales questions because I want to turn around the world’s perception that all salespeople are slimy, lying tricksters.  I want you to go out into the world, use it, return and leave a comment about your success on the page for others to read!  Get this wicked IT sales success package now!

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