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How can you negotiate IT sales with clients who don't understand your company strategy?

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Negotiating IT sales with clients who don't understand your company strategy can be challenging, but not impossible. You need to communicate the value of your product, align it with their goals, and overcome their objections. In this article, you'll learn some tips and techniques to help you close more deals and build lasting relationships.

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1 Understand your client's needs

Before you pitch your product, you need to understand your client's needs, challenges, and expectations. Research their industry, competitors, and current solutions. Ask open-ended questions to discover their pain points, goals, and priorities. Listen actively and empathize with their situation. This will help you tailor your message and demonstrate how your product can solve their problems and deliver value.

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Sukrit Wadhawan

LinkedIn Top Voice | Pre-Sales | Bid Management | Proposal Development | Pursuits | Bids | Sales Enablement | Deals | Strategy | Project Coordination
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Understanding client's needs is the most important pointer which gets missed in all the processes around making a perfect sale for company. Before we pitch the product, we need to understand client's needs, challenges and expectations. We need to research their industry, competitors, and current solutions. We need to ask question's to understand the pain points ,goals and their priorities. Listening actively will give lot of benefits and you need to standing shoulder to shoulder to empathize with their situation. We need to tailor the message and demonstrate how our product will be able to solve their pertinent problem and how we will be able to deliver value.

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2 Explain your company strategy

Once you have a clear idea of your client's needs, you need to explain your company strategy and how it relates to your product. Your company strategy is the vision, mission, and values that guide your product development. It shows why you do what you do, how you do it, and what makes you different. You need to communicate this clearly and concisely to your client, using simple language and relevant examples. You need to show them how your product aligns with their needs and goals, and how it supports your company strategy.

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Sukrit Wadhawan

LinkedIn Top Voice | Pre-Sales | Bid Management | Proposal Development | Pursuits | Bids | Sales Enablement | Deals | Strategy | Project Coordination
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After you get an idea of the client's needs you explain the strategy of your company and how relates to the product which you are selling to the customer. Company strategy encompasses all the things like vision, mission and values which guide the development of the product. With this it shows the important aspects like what, why and how. Also it explains how company is different than other competitors how it is different in the USP which customer is looking for. We need to communicate this to client in all possible manner which is simple for them to understand and giving relevant examples on how you were able to solve problem's for the customers using the same product. We should align product with needs and goals, and company strategy.

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3 Address their concerns

Even if you have a great product and a clear strategy, your client may still have some concerns or objections. They may question the cost, quality, or feasibility of your product. They may have doubts about the compatibility, security, or scalability of your product. They may have reservations about the implementation, support, or maintenance of your product. You need to anticipate and address these concerns proactively, using facts, data, and testimonials. You need to reassure them that your product is reliable, effective, and worth the investment.

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4 Negotiate the terms

After you have addressed their concerns, you need to negotiate the terms of the sale. This includes the price, payment method, delivery time, warranty, and contract. You need to be flexible and respectful, but also confident and assertive. You need to know your bottom line and your value proposition. You need to avoid giving discounts or concessions without getting something in return. You need to emphasize the benefits and outcomes of your product, not the features and functions. You need to create a sense of urgency and scarcity, but also trust and rapport.

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5 Follow up and close

The final step of negotiating IT sales is to follow up and close the deal. You need to confirm the agreement, send the proposal, and get the signature. You need to thank your client, celebrate the win, and ask for referrals. You also need to keep in touch with your client, provide updates, and deliver on your promises. You need to ensure their satisfaction, loyalty, and retention. You need to turn them into advocates and partners for your product and your company.

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6 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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How can you negotiate IT sales with clients who don't understand your company strategy?

1

2

3

4

5

6

1 Understand your client's needs

2 Explain your company strategy

3 Address their concerns

4 Negotiate the terms

5 Follow up and close

6 Here’s what else to consider

Product Development

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How can you negotiate IT sales with clients who don't understand your company strategy?

1

2

3

4

5

6

1 Understand your client's needs

2 Explain your company strategy

3 Address their concerns

4 Negotiate the terms

5 Follow up and close

6 Here’s what else to consider

Product Development

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