Information Technology Consultants Tips for Overcoming Sales Objections December 13, 2008
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Many self-employed Information Technology consultants believe that they are in the IT business. The reality, however, is quite different. Being a successful Information Technology consultant often hinges on your ability to build and maintain high-value relationships.
And when it comes to getting the ball rolling during the sales process, Information Technology consultants working with small businesses should understand that overcoming sales objections is a critical aspect of sales. In order to be successful, you need to become an expert at learning how to get rid of fears surrounding paying for technology support and showing the value proposition of your sophisticated solutions.
The key to overcoming objections is to be quick. You need to convey confidence, professionalism, and know what you are talking about.
The ability to overcome sales objections is particularly useful when you are trying to sell an IT audit, also sometimes called a technology assessment. There aren’t really hard and fast rules when it comes to overcoming objections, but there are definitely some common objections you will hear.
The following are 3 common sales objections that Information Technology consultants often hear when selling to small businesses, as well as some pre-scripted objection handlers that you can use out in the field.
- Your Prospective Client Says, “Isn’t Your IT Audit Overkill for a Company Our Size?” If you hear this objection, you can come back with, “If technology is important to you, think about this. Would you go on a long trip without checking out your tire pressure, oil level, and fuel gauge? Would you make a huge real estate purchase without having an independent property appraisal? You need an independent assessment of what’s going on with your IT systems, because often what appears to be the problem on the surface when it comes to technology is not at all the issue. In fact, for many small businesses, their previous Information Technology consultants did such a masterful job of disguising problems, that the IT audit becomes a huge eye-opener. And if you’ll indulge me for moment, to help illustrate this I’ve brought along a few video case studies and testimonials from our clients, who were until very recently in the same situation as you.”
- Your Prospect Asks, “Can’t You Just Throw It All Away and Start from Scratch?” If this kind of question appears, consider responding with similar like, “That might sound good, but there can be a huge danger in buying too much or buying too little. If you under-buy, it means you’ve underestimated your true needs and just picked the cheapest alternative. What happens in this case is that you have to throw away what you bought just a few months ago when you realize your system is big-time inadequate. On the flip side, over-buying means you will end up spending too much of your budget on technology that is not going to work best for your company. You need a needs analysis from Information Technology consultants that will be able to tell you exactly what you need to make your most business efficient, and give you the best for the buck from your IT investments.”
- Your Potential Future Client Says, “Can’t Our Internal Guru Do Some of This Work to Save Us Some Money?” When you hear this objection, you can reply with, “If this is how you want to do it, I can tell you specifically what you’ll need for an untrained person to do an IT audit, and you can decide whether or not your internal guru can handle it. You will need seven critical elements if you choose not to use trained Information Technology consultants: a complete, up-to-date system documentation; a maintenance history of what’s been done so far; a supporting call log; a list of the kinds of support calls that are being generated on a regular basis; a complete up-to-date asset inventory; a history of any recent projects that have been started or completed; a data protection vulnerability analysis. On top of this, you’ll need to give your internal guru an incredibly detailed list of exactly what needs to be done to bring you up to date. What we can accomplish in a few hours might take an non-IT professional literally weeks of time… and he or she will probably still miss a lot of key areas. It’s like trying to train someone who knows how to do their own simple tax return on the intricacies of forensic accounting or tax planning for a $100M company.” This long list of items will almost always prove to your prospective client that he/she does not have enough time or the right resources or expertise to do this type of assessment alone.
In this article we outlined 3 IT audit-related sales objections you might encounter working in the small business space and how you can overcome them. To learn more about how Information Technology consultants handle sales objections and the sales process as a whole, sign-up for free proven tips on how to attract more great, steady, high-paying clients now at http://www.InformationTechnologyConsult.com
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Joshua Feinberg is the author and editorial director of the Computer Consulting Kit Home Study Course, which helps computer consultants, VARs, integrators, solution providers, and managed services providers get more of the best, steady, high-paying small business (SMB) clients.
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The difference between the two is Information System Outsourcing refers to the hardware and software used by a company; whereas Information Technology Outsourcing refers to the solution that needs to be developed. For example IT writes a new program for the company to use, IS puts the program on the company servers and creates the connections for employees to use the program, and then someone from IT and IS will support and maintain it.
Information System Outsourcing means that a company contracts with another company to use their hardware and software system. The company that the work is being outsourced to owns the system and is required to maintain the system and make sure it is up and running 24/7. Some companies do this because the do not want to or can’t afford to make the investment in technology or people to own and maintain their own system. An example would be a start-up company wanting a full function email and collaboration solution for their staff, but doesn’t have the money to buy the exchange server or hire the team to install and maintain the system so they contract with another company to provide these services.
Information Technology Outsourcing refers to the process of contracting with people or companies with a specific talent to provide technical development or support services. Usually this is done where a company does not have the technical skill in house or only needs a certain expertise for a short period of time. An example would be a trucking business wanting to develop a custom routing system that will take 6 months to develop. So they hire a company that specializes in this type of work to develop the proper solution rather than going through the trouble of hiring their own employees to do the work.
Example:
Information Technology System – Computers
Information System – Wikipedia
Check out Davenport University http://www.davenport.edu
They have a state of the art school of technology, almost 30 campuses, plus online courses.
Good luck!
Well it depends on which one you like more. Make the one you like most your major and the other your minor. You'll get the best of both worlds!
you must volunteer for Subs. there are certain ratings ( FT) that are ONLY on submarines, so don't choose one of those. ITs can be stationed anywhere..ship or shore.
Information Systems is more generic. Information Technology primarily deals with hardware, network, internal maintenance and support, etc./
An information system is a "thing" either computer or human that gathers resources together and organizes them into something useable. Consider your computer. You download music and your computer knows, "ok, this is a song, I will put it here with the rest of the songs I know of…."
Information technology is the learning that uses what those songs are, but ways to display them better, by using better sound cards, better video monitors, video adaptors, etc. The Technology behind what you see on your screen is by the people who have made or engineered it that way. To find a better, more cost effective way to do it, or a different way alltogether are up to you.
The system is what we create to do a job, the job is still left to us…..
try to get A+ certified
CompTia. then maybe MCSE