How To Start a Sale

by John Bialy, www.BialyConsulting.com, (408) 366-1832

Do you know how to start your sales conversation? Do you know what are you trying to accomplish?

Think about when you decide to purchase something. Are you in need of a solution to a problem, or are you improving your life? Most purchase decisions are influenced by others and affected by many things including budgets, timing, availability, and emotions. When one is doing the selling you need to understand these motivators and influences as well as the purchase process from the buyer’s point of view.

How do you garner the information you need? The first step is information gathering, by asking open-ended questions. Let your prospect provide an overview of why they need your product or service, what their responsibilities are in the process, who else is involved, how the selection process works in their organization, and other important data. This will supply you with what you need to close the sale.

To start a sale, start a conversation.

“What prompted you to look into this? What is it that you’d like to see accomplished? What challenges has that created for you? What process did you go through to determine your needs?” Do not hesitate to use “. . . oh, really. Tell me more.” or “What does that mean?” or “Can you help me understand that a little better?” to keep your prospect going.

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IT Business Risk Management

Don’t stop fortifying against risk. 
Four ways to mitigate risk in a tough economy

reprinted with permission from HP

Every business deals with risk. But medium-sized businesses, with smaller IT staff and tighter operating budgets are often more exposed to risk than larger companies. This reality is never more evident than in a down economy: When the repercussions of a business disruption are as grave as they are, how do you insulate your business from risk?

“For mid-sized businesses, the financial impact of business disruptions is tremendous,” said Anil Miglani, senior vice president, AMI-Partners. “We estimate that through security breaches and data loss alone, medium-sized businesses worldwide lost approximately US$4.7 billion in 2008.”

According to strategy consulting firm AMI-Partners, in 2008 medium-sized businesses worldwide lost approximately US$4.7 billion due to security breaches and loss of data.

However, taking the right precautions with your IT infrastructure can help you steer clear of danger. Here are four steps you can take to mitigate risks to your revenue, your reputation, and your investment – all the things that keep you awake at night as you wait for this storm to pass.

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