Tips to sell your IT product or service (1)

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First tip: Understand the culture of your customer

Hunters (new customer) need to answer this question:

Where is the power ?

There is only 1 Decision maker for each buy !

Even when you have a buying center or a whole lot of different influencers, in the end there is 1 person who will decide to buy.

You need to identify this person and you need to sell to this person.

Farmers (existing customer) need to answer this question:

What is my customer’s true nature ?

True nature means: what is the culture of my customer ?

Understand the culture of your customer and act accordingly.

Examples:

If your contact hates to report problems to his/her upper management, support to solve all problems before escalation.

If your contact wants to get promoted, support him/her to get promoted.