How can you increase the value of an IT sales value proposition with technical expertise?

Every IT sales presentation must do one thing: Establish high trust that you are an experienced IT company that will actually do what you say you will. You don't do that by showcasing the "tech" because most C-level executives are not technical - and the "tool" is not the most important aspect, but the person implementing it. The more you lean into talking about the tech, the more uncomfortable they feel, and a confused, uncertain prospect NEVER buys. Instead, have a C-level conversation about reducing risk, growth, ROI, cost-control and productivity for THEM, walking them through how you will accomplish those outcomes, showcasing proof via testimonials, stats on the outcomes you've produced for other clients like them and your IT process.

In my opinion first understand what problem you are going to solve by selling Product / Solution / Services, is it achieving operational efficiency or helping in generating more revenue. IT Sales should always be consultative in approach, put yourself in the shoes of buyer or decision maker and tailor your pitch accordingly as 50-60% of decisions are made within first few minutes of your pitch / discussion. In my opinion the only capability you need to showcase during first few meetings is you are the expert in the domain you are dealing in, rest everything will fall in place.

The prima facie objective of the any IT sales presentation should be to establish credibility with your target audience. 1) Demonstrate the credibility of your organisation by showcasing similar case study, projects 2) Demonstrate the product/service credibility by showcasing features which are unique, which you do better than others 3) The most important one is to showcase that you understand the pain points of the customer and showcase the focused solution for it

Any IT project can feel intimidating to any customer due to high cost and high-risk, so you need to communicate effectively by presenting any solution in an understandable manner for non-technical stakeholders. Use relatable examples and analogies to illustrate complex concepts. Emphasize how your solutions can bring added value to their operations. Present yourself as a strategic partner by anticipating future challenges and providing insights into upcoming industry trends. Wrap up the key selling points by sharing success stories.

I would highlight another element of this approach: providing education reinforces the connection with the prospect and increases trust; the ultimate goal is not closing that deal, or even upsell, but creating a strong connection with the customer and multiply the business opportunities, generating a regular flow of activities.

Support includes both technical expertise and high level customer support. As a company, we communicate that we are 'The First and Last of All Your Technology Needs.' Commitment must go beyond the transaction; it's about fostering a lasting relationship. When engaging prospects, we emphasize our dedicated technical support team—available, accessible, and unwavering in quality. We assure clients of comprehensive assistance from pre-sales queries to post-sale troubleshooting. The ultimate goal is clear—to communicate that we're not merely selling a product or service but forging a partnership. We're not just an IT solution provider; we're the assurance that any technological journey is met with full support at every step.

Share your personality while demonstrating IT technical expertise. This will soften the hard techspeak & create relationships with the people you hope to help, with, your team’s technical prowess. The optimal ratio of technitalk to story/anecdote is…256:8.