One of the biggest challenges for computer consulting professionals – and one they routinely ask me about before reading and absorbing the details of my Computer Consulting Kit – is overcoming objections with prospects and customers to using backup and archiving programs and other types of data protection devices.  Many small business owners don’t get as frightened as they should about losing data and are not as motivated as they could be to take action on data backup and recovering solutions.

As the owner of the Computer Consulting Kit and a trainer to many IT consulting businesses, VARs, integrators and solution providers, I often find myself talking about overcoming common sales objections, particularly when it comes to data backup.  

All the advice provided by the Computer Consulting Kit is 100% devoid of any channel allegiance.  Although many solution providers with whom we talk deal with the Windows platform, our strategies have been proven effective in selling any type of solutions, whether based on Microsoft or Linux, Mac and NetWare.  

The Computer Consulting Kit Home Study Course:  What about Sales Objections?

As part of the Computer Consulting Kit, I talk about …

1.     What a sales objection is.

2.    How sales objections fit into the bigger picture of the sales process.

3.    Why so many channel partners lose the sale before they even get to the sales call.  

4.    How to get prospects to open up to you about their real objections even if they aren’t forthcoming initially.

Overcoming sales objections is a common topic discussed in the Computer Consulting Kit Home Study Course.  There is a simple and critical formula for quickly putting many sales objections to rest and some credibility-building devices that can help you set up solutions for your clients.

Added By:  Joshua Feinberg