By Gennifer Biggs, security, storage, and managed services editor
Peter Sheahan, founder and CEO of ChangeLabs, presented the feature keynote on Tuesday, Aug. 2, in the opening hours of CompTIA Breakaway 2011, sharing his advice on how to help your potential or current customers make buying decisions.
As part of his presentation, Sheahan offered the idea that the biggest hurdle to sales is misperceptions of the seller about the target audience. Interesting, right? "It is often not the buyer getting in the way of the seller exploiting the opportunity, but the seller not fully understanding the opportunity," explains Sheahan. "I would put to you that success is less about the tactical decisions, but rather your ability to see the money to be made, otherwise you rob yourself of opportunity."
Examples of assumptions that block your way to sales:
Want to talk with customers in a better, more productive way? Here are some questions Sheahan suggests you ask your customers:
The bottom line, says Sheahan, is that the margin is in bringing solutions together. Can you show your customers how to take disparate IT solutions and turn it into a business solution that answers one of those questions above? Your challenge? Learn to talk with your customers at a level where you uncover that need — a business need — and can pull together the IT pieces that creates a seamless business solution.
Want to learn more? Email firstname.lastname@example.org to get a copy of a video series from Sheahan.