IBM Systems Magazine, Mainframe - March/April 2017 - 26
Learning to explain the value of
your services is a great asset in
getting new clients.
such as: "We believe
the client comes
first" or "We are
very experienced in
all kinds of technical
things." This is OK,
but it's better to write in
language addressed to the client.
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This approach also helps the
prospective client recognize its
own problems, pains and fears.
starting point is that the client
The Right Approach
The next step is to diagnose
the real problem behind the
pain. This is central to the
a technical person making the
transition into sales to have
a mentor-someone who can
give you feedback on how to
approach the sales opportunity.
Learning to explain the value
of your services is a great asset
in getting new clients. Even a
little bit of training in the art of
selling can quickly pay for the
small investment you make.
"Selling IBM's Innovative
Solutions," an IBM
covers building client
a buying vision and
energizing the sales
26 // MARCH/APRIL 2017 ibmsystemsmag.com
pg 24-26.indd 4
2/7/17 1:28 PM