Small Business Computer Consulting Blog

Software Sales Consulting: Why You Need to Master this Lost Art

Posted by Kittie Walker

Jul 23, 2012 8:54:00 PM

Software Sales Consulting Why You Need to Master this Lost ArtThe software sales market is a tough one. That is, unless you have a unique or aspirational product to sell and you’ve cornered the market. That is a dream for most of us. For the average IT company that makes its revenue from reselling software solutions, the best IT sales strategy for building repeat business is going to be via software sales consulting.

Don’t Compete on Price

Competing on price is unrealistic. Margins are slim enough as it is. So the best way to differentiate your business is by adding value to the software purchase. You need to position yourself as a consultant and not simply as a vendor.

Many small businesses do not have the resources to enable them to have a dedicated IT department or a CIO.

By positioning yourself as a virtual CIO for businesses in your niche, you will:

Be a Trusted Advisor

Don’t just look at selling a software solution, but look to be a trusted advisor helping your clients with their IT strategies...essentially software sales consulting.

Many more opportunities open up to your business when you can demonstrate your value proposition. You can do this by advising clients on ways to build for the future, while you introduce clients to solutions that maximize their efficiency and provide significant ROI.

What’s your view on software sales consulting? Where do you stand on the vendor versus consultant argument? Share your thoughts in the Comments section.

And to follow-through on the ideas introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients.

Creative Commons Image Source: flickr zoetnet

Topics: IT sales