| When you are running your own IT consulting | | | | bottom-line savings potential. |
| firm, you will need some basic IT sales skills to | | | | IT Sales Skills |
| effectively get your small business prospects and | | | | People have many different views on whether |
| clients signed on for your recommended network | | | | sales skills can be taught. Some think you can't be |
| solution. | | | | trained to sell -- either you're born with the gift or |
| Because small businesses are often resistant to | | | | you're not. Others are adamant that anyone can |
| change, computer consultants must be able to | | | | sell more effectively with the right training. |
| effectively and persuasively discuss the | | | | The Bottom Line about Sales Skills |
| differences between a dedicated server solution | | | | Small business computer consultants, as well as |
| and the status quo. | | | | their staff, have to adopt some kind of sales skills |
| Know Clients' Hot Buttons | | | | that they're comfortable with -- even if they |
| When selling to small business decision-makers, | | | | initially find selling painful. The goal here is to give |
| you'll need to speak to their hot buttons, | | | | you some tools to succeed, regardless of |
| overcome their objections, and relate your | | | | whether you're a great schmoozer. |
| message to return on investment (ROI) and | | | | |