| You have to think of the sales process as more of like | | | | homework ahead of time and being prepared for your |
| a pre-sales consultation and with an emphasis on | | | | initial consultation. |
| consultation. You really want to convey your | | | | Realize Time is Money |
| professionalism and stand out from the other | | | | You’ll probably need to take a half hour to an hour |
| computer consulting "professionals" out there who | | | | to put together a little introductory packet of things to |
| want to act like used car salespeople. | | | | give them. You’re going to spend a half hour to an |
| In this article, you'll learn that this can be done by taking | | | | hour driving over there. Your consultation will very |
| a sincere interest in your prospect’s business, | | | | rarely start on time or finish on time. So by the time |
| taking a sincere interest in their problems, and getting a | | | | you get done, even if you’re super-efficient, usually |
| grasp on those problems so you can figure out if you | | | | two or three hours has been spent. |
| have a solution for them within your computer | | | | If you take your hourly billing rate that you’re billing |
| consulting business. | | | | out for computer consulting service calls, let’s say |
| Have You Dug Up Any Dirt? | | | | you’re billing at $75 an hour for computer consulting, |
| There may be cases where you find some dirt on | | | | that means you invested $225 in time before gas and |
| them that makes you not want to do business with | | | | mileage and parking and tolls. Before you do that, |
| them. The computer consulting sales call is really a | | | | make sure your computer consulting prospect is a |
| two-way interview process. If you see some weird, | | | | good fit. One of the best ways you can do that is by |
| bizarre stuff going on or there’s some weird, | | | | qualifying them a little better. Doing your homework |
| bizarre stuff in background and in the news about this | | | | goes a long way towards this end. |
| prospect, you may not want their business. As strange | | | | Copyright MMI-MMVI, Computer Consultants Secrets. |
| as it sounds, you may want to turn down their | | | | All Worldwide Rights Reserved. |
| business, but again, this is the importance of doing your | | | | |