From the same bag of frustrating and ineffective tricks to try to win deals since the dawn of the Information Technology outsourcing. The Information Technology providers are big on talk of the innovation except when it comes to their own sales practices. It seems as if many vendor sales teams have been pulling from the same bag of frustrating and ineffective tricks to try to win deals since the dawn of the outsourcing. They narrowed the long list of the offending outsourcing sales technique to the ten least effective and often-offered suggestion in the Information Technology service providers that can reshape their peddling processes for the benefit of their potential customer and themselves.
Some of the outsourcing sales folk have a knack for the selective listening, the customers have specific requirements, needs and objectives that they expect to accomplish through the outsourcing. The principal with the outsourcing consultancy pace harmon. They frequently see packaging services based solely on their own business needs and approaches. It is the time that most common customers complaint about the outsourcing sales. They simply bend the clients needs to better fit their proposed solution and then delude themselves into thinking that they have a winner. Take time to listen to the customer needs before launching into a standard pitch. The approach enables providers to align a better with the customer that are actually looking for the present solutions in the way that it is the most meaningful to them.
The little knowledge is a dangerous thing then people can have the salesperson who does just enough research to do the real damage. It is always interesting watch a sales team that is smart enough to know what not to do but not quit adept enough to know what to do instead. They come into a meeting loaded for a bear then just start blasting away. The salespeople play a critical role in any pursuit, but they should be seen and not heard. Clients want to speak with the subject matter experts.
The death by a thousands slides if they ever sat in on a sales call, it might wonder whether commissions were based on the size of Power Point presentations, but these electronic one way conversations do little to further the outsourcing pursuit The clients are so used to slides that what will stick out in their mind that the most is someone who came to have a conversation with them not talk at them. People know all the competitors that are going to attempt Power Point murder.
REFERENCE:
http://www.cio.in/news/10-worst-sales-tactics-it-outsourcing-companies-204332011
