1
The Need for Managed IT:
- The Evolution of Office Technology
- The Business Need for Managed IT Services
- Interview With CIO
2
Managed IT Prospecting:
- How to Identify IT Decision Makers
- Engagement Strategies – Phone, Email & Social
- Live Demonstrations With Coaching
3
Sales Call Effectiveness:
- Pre-call Planning
- Power Questions to Uncover Pain & Qualify Opportunities
- How to Gain Commitment to Next Steps
4
Handling Resistance:
- Objection Handling Template
- Pro Responses to Common IT Objections
- Role Play Demonstrations
5
Qualifying Opportunities & Engaging Your Solutions Specialist:
- Qualifying Questions to Ask
- Red Flags to Be Aware of
- Best Practices to Introduce Your IT Specialist
- Role Play Demonstrations
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