Wazz72 Posted March 23, 2009 Share Posted March 23, 2009 Ive started in a local IT company, been out of IT for about the last 8 years, so Ive gone in at a lower level. Got a position making appointments for the consultants to sell the companys services. The company outsources all aspects of IT from remote monitoring / helpdesk / Hardware supply all the way up to fully managing a companies total IT infrastructure. The problem I have is I have to speak to network managers, and sell them these services, and am wondering if anybody has any tips on this, or has done a similar job in the past. Link to comment Share on other sites More sharing options...
PJ Posted March 23, 2009 Share Posted March 23, 2009 Research the products you sell thoroughly. Nothing more annoying then someone calling on the blag and doesn't even know their own product range. Link to comment Share on other sites More sharing options...
far Posted March 23, 2009 Share Posted March 23, 2009 Hi Mate I run a business where we sell into IT companies, mainly enterprise level companies. There is lots of stuff I could talk about but one tip would be tenacity always wins, every no is a path to a yes, open questions and SPIN! (google it) I would really suggest you get your hands on the following, its superb and will add real value to your sale http://www.amazon.com/SPIN-Selling-Fieldbook-Neil-Rackham/dp/0070522359/ref=pd_bxgy_b_img_b Also learn about typical objections, make best friends with the best sales person on your team, listen to their calls. Appointment making is an art and is as skilled as any other job which involved 121 interaction. Link to comment Share on other sites More sharing options...
Wazz72 Posted March 24, 2009 Author Share Posted March 24, 2009 Ordered it. My MD lent me a copy of it this morning after I bought it online. Im having problems talking to the IT managers, as they think that the company I work for is just trying to replace them. The company offers lots of different solutions from just supplying hardware, to a fully outsourced IT infrastructure, with remote proactive monitoring and a remote 24x7x365 service desk. If you say the wrong thing to an IT managre he instantly thinks that your trying to replace him, and wont talk. Link to comment Share on other sites More sharing options...
far Posted March 24, 2009 Share Posted March 24, 2009 Great dude - that book is the bible of sales, my teams and I gave billed millions in sales across various companies and job functions I have worked for over the years, I would swear by it. Even though now I have adopted and customised various elements the foundation has remained constant. Glad your MD has a copy too Dude selling outsourcing, monitoring services or helpdesk is very difficult to IT managers, your target group is wrong. You might as well tell them you are selling them something that will help reduce their team and may even threaten their own job security. For these services you need to target FD's, Group Financial controllers and MD's/CEO's - i.e. people who have a remit to reduce costs - these guys are usually 'gatekeepered' but once you get through and deliver your message the rewards are much better, you dont have to then deal with budget allocation (since you will be talking to budget holders) and your target group will be much more defined and more importantly relevent. Im not saying disregard IT managers completely - hardware and anything that generally makes their job easier is of interest. BTW sounds like you have got through to some people and engaged - well done! keep us posted! Link to comment Share on other sites More sharing options...
Mike Posted March 24, 2009 Share Posted March 24, 2009 That's a tough job... I must ignore twenty of those calls a day Link to comment Share on other sites More sharing options...
far Posted March 24, 2009 Share Posted March 24, 2009 That's a tough job... I must ignore twenty of those calls a day As someone who has empathy with people trying to do their job I give any decent caller 20 seconds to engage, if they have a good pitch then I let them continue. If the product/service the rep is selling holds value or delivers more than what my existing supplier is offering then I would give the person all the time in the world. If you do business in Scandinavia or other European companies it is so much different because people have time for each other Link to comment Share on other sites More sharing options...
Wazz72 Posted March 24, 2009 Author Share Posted March 24, 2009 My problem is Ive been ther a week and a half, and its knowing what to pitch. Ive sold things face to face, and have no problem talking to people I dont know on the phone, if I know what Im after, or I know what Im talking about. Im having problems knowing which service or pitch to tell the IT manager. The obvious ones would be to find out what part of their job causes the most pain, and explain how we could make it easier for them. Im just finding it difficult to do that. Link to comment Share on other sites More sharing options...
far Posted March 24, 2009 Share Posted March 24, 2009 you need to define your products into target groups, you then need to only sell them particular services into these relevent job function target groups. Draw yourself a strategy canvass. Use it everyday and you will soon find your flow When mapping your strategy canvass keep it simple. Make a list of everything you sell, then think in terms of who would use that particular service/product e.g. Hardware -would you pitch this to a Finance director? NO! (as he wouldnt know what to do with it) Outsourcing would you pitch this to a finance director? YES! he would be able to see tangible benefits and cost reductions. A sales strategy canvass is not rocket science but so many people miss doing this. Everytime you make an O/G call refer to the canvass and get an idea in your mind. The basic mapping would be: (1) Product> (2)Target Group Job Function> (3) Tailored Pitch Content ^ Map out each of your products to the above If you want any help with it then let me know 1.5 weeks is no time at all to find your feet, hows the management there? supportive or is it more of a 'sink or swim' type sales floor? Link to comment Share on other sites More sharing options...
Wazz72 Posted March 24, 2009 Author Share Posted March 24, 2009 Very supportive, the person who is training me has been doing the job for 18 months and is now moving into an account management role. He's a bit younger than me, and I think that he forgets he's been doing it for 18 months now so it just comes to him naturaly. I have been around various parts of the company and spoken tp the heads of departments to get an understanding of there role and a general feel of all the parts of the business. Just seems a lot to take in. Link to comment Share on other sites More sharing options...
3LL Posted March 24, 2009 Share Posted March 24, 2009 Tough job what ever way you look at it, i did telesales back in 2002, never again. Hated it. I hope it works for you tho mate, some people have a knack for it, others [such as myself] dont! Link to comment Share on other sites More sharing options...
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