As hard as your sales team tries to sell directly to IT hiring managers they just can't get their attention. Far too often they're referred to and "stuck" working with HR, Procurement or the MSP/ VMS program manager. And the conversation is always about price. They're viewed as a commodity where to survive, you must win on price. Even worse is the cycle repeats itself.
Solution: Transition to Value Based Selling
We teach IT staffing sales professionals the fundamental differences between transactional selling and value based selling. We help them break the bad habits and refocus their efforts on the right sales behavior. We help sales professionals:
• Understand why they get referred to HR, Procurement and MSP/VMS programs
• Overcome sales objections
• Consistently garner the audience of IT decision makers and avoid HR
• Understand the relationship between IT and the business
• Understand the software development lifecycle (SDLC)
• Understand how and why you need to uncover critical business issues (IT problems that need to be solved)
How to Get Started
If your organization is ready to make the transition from transactional based selling to a value-driven sales methodology contact us at (888) 553-3083. Or start implementing our sales tools and best practices by purchasing the IT Staffing Sales Plan today.
We have been using Dan Fisher's suggested approach to potential customers, both on the phone and through e-mail, and found them to be powerful tools. Our response rate, even from messages left on voice mail has improved, and company CIOs are willing to talk with us rather than give a quick brush-off. We are very pleased with the content and direction.
We have been using Dan Fisher's suggested approach to potential customers, both on the phone and through e-mail, and found them to be powerful tools. Our response rate, even from messages left on voice mail has improved, and company CIOs are willing to talk with us rather than give a quick brush-off. We are very pleased with the content and direction.
