Find out which strategies can help you win the customers you want
Commercial skills are crucial to ensure good consolidation strategies for a business that wants to increase its IT sales opportunities. But service providers still show difficulties in developing their business skills.
In the 2021 Market Survey – IT Service Provision, which was carried out by ADDEE, 50.94% of the participants answered that the biggest problem faced by the company is proving the value of its services to the customer. In fact, the barrier leads to low profitability and revenue, which is the problem that led to the survey responses.
In this sense, IDC Brasil released positive projections for the IT market in the coming years. Therefore, even in the current scenario, according to the survey, the IT sector should continue with a high of 11% this year. So, we have a huge opportunity for MSPs, and all this data confirms that it’s an ideal time to show their worth.
Want to know how to win more customers and increase your sales? In this article, we’ll show you how to do that!
6 Essential Skills for a Good IT Salesperson
In fact, in addition to all the tips that we are going to list throughout the text, it is essential that the professional who works with IT sales has some skills to win more customers.
With that in mind, we’ve separated the main ones, so you can see which features can help you close a deal with the company you want. Check it out below:
Customer focus
Undoubtedly, first of all, it is essential that you focus on the companies you want to attract. So, use technology to your advantage and have the vision to dedicate efforts to those who really see value in your services.
Thus, you will be able to outline a more assertive strategy, which really brings you closer to companies that need the work you do.
Leadership
Do you show yourself to be a leader in the area in which you operate?
Undoubtedly, having a spirit of leadership can open up many paths and new opportunities. In sales, this is no different. But, remember that leadership is related to several qualities, such as wisdom, knowledge, humility, and, of course, persuasion.
So, demonstrate these advantages to your potential client and increase the chances of him closing a good deal with you.
Knowledge and strategic thinking
Another important skill is knowing your industry and thinking strategically. By doing so, you can understand which way to go to reach the client of your dreams.
This includes creating campaigns, social media content, and even a more personalized sales pitch.
So, by counting on these qualities, your chances of selling more also increase.
Good communication
Likewise, it is essential that, in addition to understanding your industry and having good technical knowledge of the services offered, you know how to communicate your experience in the subject.
In other words, to sell more, you need to have good communication, to be able to speak clearly and convincingly with your customers.
In this way, you present yourself as an expert on the subject. But your simple way of talking can make the potential contractor feel closer to you.
This can make you feel more comfortable expressing your needs, any objections, and other information that may be useful for this or future negotiations.
Patience
In fact, some salespeople tend to run over the business process and want to show their services to their prospects quickly and even desperately.
But, this is an error. Because the best salespeople teach their future customers throughout the IT sales process.
That is, with each new contact, they add valuable information about the market or about the services offered.
So, a good professional can convey more than just the work provided. Thus, it can stand out for helping the company to avoid problems and prepare it to achieve better results, through its services.
In addition, a prepared salesperson is known for listening. So, it is necessary to consider that, many times, companies already know what they need and what services are available in the market. However, they still want to understand which is the best option for their needs.
Therefore, it is important to understand what the customer really needs. Because otherwise, it is possible that many errors will arise during trading.
In this way, the tip is to avoid talking more than the potential customer during the sale and conduct the negotiation in a friendly conversational tone, with space for both sides to interact naturally.
Interest in learning
We know that, as in all other areas, in the IT sector, knowledge is never enough.
So, one of the great skills of a salesperson is precisely their ability to keep up to date, through constant research and studies.
This way, you can keep an eye on market trends and understand what is happening in this very broad area. Even more so in a period when IT customers are increasingly interested in content that involves information security, in addition to other topics.
In fact, having this knowledge can help you in sales. Because you can detail your speech with an expert tone, you have an easier time answering questions and you can demonstrate experience in the subject by using current examples for your customers.
So be sure to stay tuned for news and enjoy the news, podcasts, videos, and courses that can add information and new techniques for you.
The importance of having a good IT sales strategy
Digital transformation has made the IT market more competitive. In addition to offering quality services and solutions, it is essential that the MSP knows how to show its value to the customer. So, we can understand that when everyone offers the same service, what will make a difference goes beyond specialization.
A good IT sales strategy helps you show customer value and set goals to achieve your goals. In addition, in the process of strategic analysis, you understand what your customer’s journey is, their pain and who they are. This, in fact, contributes a lot to the management and direction of your business.
When you have a good IT sales strategy, the commercial team is able to act based on clear goals. Whether they are to increase revenue or even market expansion. So, the definition of these strategies brings good results not only for the commercial team but for the company in general.
Study the great references in the market
Studying the market is essential. After all, this is how you will get references from companies in your industry that are succeeding. Also, you don’t need to study and observe your regional competitor’s strategies alone. To grow, you need to learn from the biggest in the market.
And this learning can be through content created by them about sales and marketing for IT, books, e-books, podcasts, webinars, blog posts, and courses.
All the learning resources help the IT manager to know the best tools to optimize the commercial and marketing work. Also, find out which are the successful strategies already used by other companies.
Therefore, this knowledge even helps when networking and creating partnerships with other companies and professionals, to leverage sales and visibility of your product.
IT Sales Course
With this in mind, the specialists Luís Montanari, Marketing and Sales manager at ADDEE, and Danilo Konrad, founder, and CEO of Sales Hackers, created an IT Sales course for professionals, managers, and technology entrepreneurs who want to optimize their commercial skills and expand your sales. For this purpose, the teachers developed rich material.
In this way, through it, they teach professionals how to form and manage teams, price, and use marketing from the point of view of sales. In addition, the contents show how to use important techniques, such as SPIN Selling, a strategy that provides guidelines that, when used correctly in the commercial process, increase sales rates.
The complete course on IT Sales has more than 10 hours of content, in addition to the availability of exclusive materials for students. This type of initiative contributes to the strengthening of the tips that have already been addressed above.
Thus, professionals have the chance to specialize more and more in the commercial area. In the same way, they can even give a more optimized direction to their teams, in order to succeed in their strategies.
After all, positive projections alone will not be enough to keep the tech sector on the rise.
The ideal time for business expansion
In fact, strategic actions for business growth and expansion must be taken. The MSP needs to consider the importance of digital transformation for this scenario.
Because, today, people are increasingly dependent on technology and remote services for the continuity of work and personal activities. This even includes leisure and entertainment services.
Therefore, by applying strategies such as those taught in the IT Sales course, it is possible to show the customer the importance of acquiring your service and take advantage of the moment for your company to continue on the rise.
