The Art of Consultative Selling in IT

K24905

ISBN: 978-1-4987-0771-8

9 781498 707718

90000

If IT companies seek to differentiate themselves from the competition,

they must turn to consultative selling. Consultative selling is analyzing the

needs and challenges of your customers and selling unique services that

enable your customers to reduce costs, increase prots, and improve

overall business performance. The Art of Consultative Selling in IT

provides a practical framework for becoming a successful consultative

seller and shows how to use the blue ocean strategy to identify opportuni-

ties in areas where there is no competition.

The rst section discusses the advantages of consultative selling and

explores the concepts of blue oceans. In blue oceans, demand is created

rather than fought over. Competition is irrelevant because the rules of the

game are waiting to be established. The author explains how you can use

consultative selling techniques to create your own blue oceans of

unknown market space, where opportunities for growth are both rapid

and protable.

In the second section, the author denes the consultative selling frame-

work (CSF). This framework is based on proven processes, best prac-

tices, and real-time case studies to make consultative selling a reality. It

provides clear guidelines for understanding your customer’s current

landscape and challenges, owning its priorities, and helping it to achieve

its short-term and long-term goals. The author explains how to use CSF

to generate innovative ideas and present them to your customer through

prot improvement or efciency improvement proposals.

The book concludes with examples of several innovative business

improvement ideas that you can present to your customers, including

Agile project management, master data management (MDM), application

portfolio rationalization, and business process management (BPM). The

author discusses the benets of each methodology and lists the trigger

points to think about when deciding whether the methodology can add

value to a particular customer.

Business & Management

The Art of Consultative Selling in IT

TAKING BLUE OCEAN STRATEGY A STEP AHEAD

The

Art

of

Consultative

Selling

in IT

Venkatesh Upadrista

Taking Blue Ocean

Strategy a Step Ahead

T H E A R T O F C O N S U L T A T I V E S E L L I N G I N I T

UPADRISTA