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10 IT Sales Mistakes Katrin Kiviselg
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  1. 10 IT Sales Mistakes Katrin Kiviselg

  2. Do you ever feel like this? Insecure because you have just one or two major clients that make up 50-80% of your revenue

  3. Do you ever feel like this? Too Dependent On sales partners who give uneven results – or who may just disappear one day?

  4. Do you ever feel like this? Undervaluedbecause you work for less money that you deserve?

  5. 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?

  6. Is motivation enough to get a six-pack?

  7. Goal • Diet plan • Workout plan • Metric system • Optimization • Motivation

  8. Komu już pomogliśmy

  9. Where is our active knowledge of sales coming from?

  10. 10 IT Sales Mistakes – and How to Fix Them 10

  11. 1. Talking to the Wrong Person 11

  12. 2. Working with No Process 12

  13. THE CYCLE OF SALES First contact Getting refferals First meeting / Qualification Solution Presentation Signing the contract Summary Close Price negotiation 13

  14. 3. Selling from the First Contact 14

  15. 4. Being Pushy 15

  16. 5. All Logic, No Emotion 16

  17. Emotions Buying line Buffer zone Time 17

  18. 18

  19. 19

  20. 6. Answering objections: ”Yeah BUT” 20

  21. 7. Selling All Features in One Go 21

  22. 8. Not Closing the Sale Properly 22

  23. 9. Not Getting New Leads from Your Clients & Contacts 23

  24. 10. Hoping for a Sales Miracle 24

  25. QUESTIONS? Katrin Kiviselg k.kiviselg@nscgroup.eu linkedin.com/in/katrinkiviselg