Andrew is CEO of BackBox, a market leader in network automation, security and management solutions. Read Andrew Kahl's full executive profile here.
Customers have a lot of choices, especially when it comes to adding to or adjusting their tech stack. Effectively selling a promising IT initiative to top management takes more than a product pitch—even the most persuasive one. Closing deals means communicating the value of your product or service as it directly relates to the customer's need or problem. It’s time to go a little deeper and ask questions that reveal needs your customers may not even know they have.
In this article, I explore a strategic approach to selling IT initiatives to top management and highlight the key factors that contribute to its effectiveness.Before attempting to sell an IT initiative, it's crucial to ask questions and thoroughly understand the customer's business challenges, goals and pain points.
No software in existence solves every problem and no one likes a “know-it-all,” yet showing up as an active, empathetic listener goes a long way in establishing a foundation of trust and credibility. Showing a genuine interest in uncovering challenges that truly impact customers’ efficiency and productivity helps align your solution with the business case leadership already wants .How can you connect the dots between your solution and your customer’s desired outcomes? Get personal.
Securing a significant IT investment takes more than just a persuasive pitch. It demands a deep understanding of the customer's needs, careful positioning of the solution's value, adaptability to different cultures and expectations and persistence in the face of rejection. Remember to be yourself and know the value of your products and solutions.
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