When trying to close a deal, many sales representatives find themselves up against a huge obstacle…
Millions of sales fail every day because according to the customer, “it’s too expensive.”
The seller tries to rationalize the lost sale, saying that the customer “doesn’t have the money.” But is that really the case?
In reality, there’s a number that matters much more than price during your negotiations — and it’s what directly influences your prospect’s decision to purchase or pass. Continue reading
A few days ago, I got a call from a Partner.
“Hi Cristiano, how are you? I have an appointment with a very important potential client for large installation. What kind of discount can I give them?”
A few days ago Gartner published the first data regarding the trends of the IT sector expected for 2019
If you are a system integrator or an IT company, these forecasts affect you directly, and, as they say, there is good news and bad news.
The good news is that the forecasts for the sector over all, are comforting. Gartner predicts an overall growth in the technology sector.
The bad news, is that this growth could affect only a small part of IT professionals and companies.
There is a common uneasiness among “classic” system integrators:
“We are unable to grow”
Regardless of the daily effort, abilities and experience, year after year profit is stagnant.
Sales never really take-off as you would like, and the books cry month after month.
Have you ever thought about the obstacles that prevent you from growing like other companies in your area? Continue reading