IMO, in any IT Service contract the end interest of the customer stays with the business benefits particular service contract delivers. Hence, as a vendor a key negotiating factor is to keep our sales proposition and solution always tangible to the business benefits customer would be getting and demonstrating clear data elements which customer can measure while evaluating the services from the vendor. Data driven commitments on business benefits can create good trust on vendor's commitment and transparency on executing the service contract than just elaborating on ways to deliver the IT services as its asked !

Listening to the clients needs, asking clarifications where needed. Transparency is key: don't sugarcoat or overpromise. Share your expertise confidently, but be open to compromise and collaborative problem-solving. And remember, reliability builds trust. Follow through on what you say you'll do.

Transparency from start to finish on pricing wins the day here. I find that if you give a price, don't budge, and show the why, nobody comes back and demands things like unwarranted discounts, or codes to "save 20%" and things like this. I am not sure when we went from having access to these types of things, and expecting them to be given to us for every solution we purchase. Interesting transition there somewhere.

Always prioritize their needs and show genuine interest in their concerns. Sharing relevant success stories and demonstrating expertise can also reinforce credibility. Consistent follow-ups post-meeting can further enhance that relationship.

Durante la negociación de servicios de TI, es fundamental que revisemos con el cliente, de manera transparente y abierta, cuáles son sus necesidades reales, los alcances del servicio contratado y sus expectativas al utilizar nuestras soluciones. Debemos actuar como consultores, no como simples vendedores, mostrando una genuina preocupación por ofrecer los servicios más adecuados a sus necesidades. Nuestro objetivo debe ser no solo lograr una integración adecuada, sino también una alineación con su operación que le permita obtener los resultados esperados.

A good way to build trust is to show clients real-world examples and success stories that highlight your skills making them feel sure about what you can do. Listening is key; by getting their needs and worries, you can adjust how you work and show you care. Being open and clear is also important—explaining things plainly and dealing with any doubts helps create an honest back-and-forth. In the end, it's about building a team where clients feel important and heard setting the stage for teamwork that helps everyone involved.

To build trust when negotiating IT service contracts, I make sure to really understand what the client needs and show how our solutions fit their goals. I believe in being transparent, setting realistic timelines, and keeping them updated throughout the process. I also make it a point to be open to feedback and flexible in finding solutions that work for them—it's all about building a genuine partnership, not just closing a deal

For a person to trust they need confidence and to show confidence is by explaining the solution their problem. In Sales, people want to have guidance towards making a decision, why? Because most people do not want the risk of being wrong. As the IT Account Manager, it’s our job to take the risk off the clients shoulders and take it for ourselves. The best way to do this is by asking the right questions, and understanding their vulnerability and pain points. Once you gather your pain point data from there you are able to communicate effectively the requirements for solution. In this process , you will gain trust and rapport with anyone.

- Understand client needs and pain points. - Clearly explain your services, pricing, and limitations. - Share relevant case studies and industry insights. - Regular updates build confidence. - Address concerns promptly and thoroughly. - Tailor solutions to client-specific requirements. - Deliver on promises and meet deadlines. Rapport isn't built overnight. It's built through genuine interactions and a commitment to your client's success.