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10 IT Sales Mistakes Katrin Kiviselg
Do you ever feel like this? Insecure because you have just one or two major clients that make up 50-80% of your revenue
Do you ever feel like this? Too Dependent On sales partners who give uneven results – or who may just disappear one day?
Do you ever feel like this? Undervaluedbecause you work for less money that you deserve?
Do you ever feel like this? Lost because you have no control over the sales process – and no idea when a lead might become a client?
Is motivation enough to get a six-pack?
Goal • Diet plan • Workout plan • Metric system • Optimization • Motivation
Where is our active knowledge of sales coming from?
THE CYCLE OF SALES First contact Getting refferals First meeting / Qualification Solution Presentation Signing the contract Summary Close Price negotiation 13
Emotions Buying line Buffer zone Time 17
6. Answering objections: ”Yeah BUT” 20
QUESTIONS? Katrin Kiviselg email@example.com linkedin.com/in/katrinkiviselg