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. Undervalued because you work for less money that you deserve?
Do you ever feel like this?
Undervalued because 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. enough to get a six-pack?
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

11. 1. Talking to the Wrong Person11

12. 2. Working with No Process12

13. THE CYCLE OF SALES First contact Getting refferals
First meeting / Qualification
Signing the contract
Solution Presentation
A really simple process, what we teach is the 8 step cycle of the sale.
First call – this is where we send an , call, meet at an event.
Then we schedule a meeting – where we get to know each other better, and qualify the client.
The Solution Presentation – we do the technical demonstration to show how we do this
We summarize, we negotiate the price. And this is a big thing, because a lot of people start with the price, bc they think if I am cheap, they are gonna buy this. Doesn’t really work like that. People don’t necessarily need low price, they actually need something else. But we are gonna talk about it in a minute.
Now we wanna close, sign the contract and get referrals. Who asks referrals here? Who gets them when you ask? I’ll show you how to ask for referral and actually get them…
Because with this, each meeting should generate a new one. It doesn’t matter if someone busy or not, you just get to an other mtg.
Summary
Close
Price negotiation 13

14. 3. Selling from the First Contact14

15. 4. Being Pushy 15

16. 5. All Logic, No Emotion 16

17. Emotions
Buying line
Buffer zone
Time 17

18. If you look at his technically: Do you know this guy
If you look at his technically: Do you know this guy? Imagine that we have a sales mtg with Mario today. Hey Mario, how is business, how is life. He is like, it’s cool, I am killing thos turtles and mushrooms, but every time I go to the end of the stage there is this dragon that I hate. I have to kill him, but he is twice as big as me, throws fireballs, got spikes and I just get killed every time. And regular salespeople will be like, hey Mario I have this superflower, I’ll give you that, you’ll be bigger and you’ll kill him. Some of Marios might buy, some might go a flower? Why? But if I am a prosalesperson, I’ll ask Mario, why do you want to kill the dragon? 18

19. Aaah. There is a Princess waiting for you
Aaah. There is a Princess waiting for you. So Mario, if I can give you sth, that can make you bigger, stronger, so you can kill the dragon really fast, so you can be with your Princess, would that be sth you’d like to get? What do you think he’d say? The princess is the emotional need, it might be a frustration that the clients feel. So think about the Princess, when you talk with your clients. 19

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

21. 7. Selling All Features in One Go21

22. 8. Not Closing the Sale Properly22

23. 9. Not Getting New Leads from Your Clients & Contacts23

24. 10. Hoping for a Sales Miracle24

25. linkedin.com/in/katrinkiviselg
QUESTIONS?
Katrin Kiviselg
linkedin.com/in/katrinkiviselg