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You're struggling to close deals in IT sales. How can you turn things around?

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If you're in IT sales, you know how challenging it can be to close deals. You have to deal with complex solutions, long sales cycles, multiple decision-makers, and fierce competition. But don't give up. You can turn things around by following some proven strategies that will help you win more customers and grow your revenue. Here are six tips to boost your IT sales performance.

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1 Understand your customer's pain points

Before you pitch your solution, you need to understand your customer's pain points. What are their goals, challenges, and priorities? How does your solution address their specific needs and solve their problems? How can you quantify the value and benefits of your solution? To answer these questions, you need to do thorough research, ask open-ended questions, listen actively, and empathize with your customer. This will help you build rapport, trust, and credibility, and position yourself as a consultant rather than a vendor.

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Joshua Cordero

Experienced sales leader at Series A-D startups with a multi-year track record of improving quota achievement and accurate forecasts. I believe methodical onboarding and continuous training are key to sales success.
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We've been taught to focus on the pain points. But just as important are their priorities. You wouldn't truly understand the 'pain' they're facing if you can't put it in context of what they're trying to achieve. Here's an example: the prospect stated they were looking for a solution in part due to demand from their staff. A good pain point to be aware of that becomes more powerful given one of their priorities. They were looking to hire in the coming months, including at the VP level. Employee satisfaction is very important when hiring. Bringing in the solution would help to encourage positive interactions during the interview process and lead to a better hire.

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Jhon Fredy Velez Londo?o

Gerente de servicio |CTO | CEO| Project Manager | Service Manager | Gerente Comercial
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Comprender los puntos débiles de los clientes es como descubrir el tesoro oculto en una conversación. Al interactuar con clientes en ventas de TI, investigaba sus desafíos, metas y prioridades antes de presentar soluciones. Esta información era crucial para adaptar mis propuestas y resolver sus problemas específicos. Al realizar una investigación detallada y escuchar activamente, pude identificar con precisión cómo nuestra solución podía abordar sus necesidades. Esta aproximación consultiva no solo construyó confianza, sino que también demostró el valor real de nuestra oferta y estableció relaciones sólidas con los clientes, allanando el camino para cierres exitosos.

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2 Align your solution with their budget

One of the biggest obstacles in IT sales is the budget. Your customer may not have enough funds, or may not see the return on investment of your solution. To overcome this, you need to align your solution with their budget and show them how it will save them money, time, or resources in the long run. You can also offer flexible payment options, discounts, or incentives to make your solution more affordable and appealing. But don't compromise on your value or quality. Instead, focus on the outcomes and results that your solution will deliver.

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Jhon Fredy Velez Londo?o

Gerente de servicio |CTO | CEO| Project Manager | Service Manager | Gerente Comercial
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Alinear la solución con el presupuesto del cliente es como encontrar el equilibrio perfecto entre la calidad y el precio. En mi experiencia en ventas de TI, enfrenté desafíos con presupuestos ajustados. Enfoqué mis esfuerzos en mostrar cómo nuestra solución proporcionaría un retorno de inversión significativo a largo plazo. Presentar casos claros sobre cómo nuestra solución optimizaría procesos resultó fundamental. Ofrecer opciones flexibles de pago y descuentos estratégicos permitió que nuestros productos fueran más accesibles. No obstante, mantuvimos la calidad y enfocamos la conversación en los beneficios tangibles y resultados, lo que demostró ser un enfoque efectivo para cerrar acuerdos incluso con restricciones presupuestarias.

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3 Involve the decision-makers

Another challenge in IT sales is the decision-making process. Your customer may have multiple stakeholders, influencers, and gatekeepers who have a say in the purchase. To close the deal, you need to identify and involve the decision-makers from the start. You need to understand their roles, motivations, and objections, and tailor your message and presentation to each of them. You also need to communicate frequently, provide relevant information, and address any concerns or questions they may have. By doing this, you will create a sense of urgency, consensus, and commitment among the decision-makers.

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Joshua Cordero

Experienced sales leader at Series A-D startups with a multi-year track record of improving quota achievement and accurate forecasts. I believe methodical onboarding and continuous training are key to sales success.
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Think in terms of stakeholders in the buying decision. There are Economic Buyers who focus on the cost vs value of the solution, Influencers who help to give context to the impact the solution will have in the org, Coaches who love to be in the know and share insights, Champions who are motivated to take the lead in internal selling of the solution. Give them each your attention, using what you learn from each when talking to the others. For example: an influencer made it clear one of the features we focused on wouldn't get true use due to internal policies. We adjusted our presentation to the economic buyer to show an understanding on how our solution would be used based on their policies, deepening the perceived value.

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4 Demonstrate your solution

A great way to convince your customer of your solution's value and functionality is to demonstrate it. You can use a live demo, a video, a case study, or a testimonial to show how your solution works and how it has helped other customers in similar situations. You can also invite your customer to try your solution for free or for a limited time, and provide them with support and guidance. This will help you create a positive experience, showcase your features and benefits, and overcome any doubts or objections.

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5 Handle objections effectively

No matter how well you present your solution, you will likely face some objections from your customer. They may question your price, quality, reliability, or compatibility of your solution. To handle objections effectively, you need to acknowledge them, empathize with them, and address them with facts and evidence. You also need to ask for feedback, confirm understanding, and move the conversation forward. Don't argue, ignore, or dismiss objections. Instead, use them as opportunities to educate, reassure, and persuade your customer.

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6 Ask for the sale

The final and most important step in IT sales is to ask for the sale. You need to be confident, assertive, and clear when you ask your customer to buy your solution. You can use a direct, indirect, or assumptive close, depending on the situation and the signals your customer gives you. You also need to be prepared for any last-minute objections, negotiations, or delays, and have a plan to overcome them. Don't be afraid to ask for the sale. If you have done your homework, built a relationship, and delivered value, you have earned the right to ask for the sale.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're struggling to close deals in IT sales. How can you turn things around?

1

2

3

4

5

6

7

1 Understand your customer's pain points

2 Align your solution with their budget

3 Involve the decision-makers

4 Demonstrate your solution

5 Handle objections effectively

6 Ask for the sale

7 Here’s what else to consider

IT Sales

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You're struggling to close deals in IT sales. How can you turn things around?

1

2

3

4

5

6

7

1 Understand your customer's pain points

2 Align your solution with their budget

3 Involve the decision-makers

4 Demonstrate your solution

5 Handle objections effectively

6 Ask for the sale

7 Here’s what else to consider

IT Sales

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