viperm
Carpe Diem
Premium
join:2002-07-09
Winchester, CA
| Sales Related question
We have a new guy that started and the guy is having a hard time getting deals done. I did notice he keeps saying we are offering a "NEW" service. I feel that New means its unproven etc. I suggested something other then new becuase most people hate to be a guinea pig when it comes to technology..
Any suggestions to get your foot in the door to show them our wireless products and convince them its just as good as if not better then wired.
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John Galt
Forward, March
Premium
join:2004-09-30
Happy Camp
 ·CenturyLink
| said by viperm  :Any suggestions to get your foot in the door to show them our wireless products and convince them its just as good as if not better then wired. You might try providing him with presentation materials that shape the conversation in a certain way.
Then all he has to do is follow your lead/materials...
Remember, people are very "visual" and the use of graphics stays in their head much longer than mere words.
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A is A |
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superdog
I Need A Drink
Premium,MVM
join:2001-07-13
Lebanon, PA
| reply to viperm
said by viperm :We have a new guy that started and the guy is having a hard time getting deals done. I did notice he keeps saying we are offering a "NEW" service. I feel that New means its unproven etc. I agree with You. If this guy was hired as a salesperson, You may need a new one?. If he is trying to sell something, and his closing ratio is not good, You would think he would be smart enough to change his tactics?. Especially if he is not closing many sales?. Most professional sales people are good at selling anything, and if they are worth their salt?, they should be able to sell a drowning man a cement block, and the drowning man should be happy about his purchase. 
We do not mention anything about how "new" it is, we just tell them it works and how fast they can go for what price. We only get into details about how it works if asked?. How it gets there is really not a concern to the customer for the most part. All they really care about is that it works as promised, and they get what they are paying for.
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slipstream1
Premium
join:2005-11-15
Jacksonville, TX
| reply to viperm
Some people are visual based. Some people are auditory based. Some people are even feeling based.
being a good salesman takes an ability to read people and find out their objections and then handle those objections.
I got my sales education in the Army. I was an Army recruiter for several years. The education was invaluable.
Give the new guy a lot of materials and then make him study the materials. When he feels confident in his knowledge of the "product" make him do some role playing. Have him sell you the "product". It makes the process a lot better if you know what you are selling. You may even want him to do some cold calling. Just give him a phone book and start at A.
It may be that he is just not the right type of person to sell. There are some people that can sell from the word go, there are some people that can be taught to sell, and there are those who could not sell ice water to a man lost in the desert.
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Air WAV
join:2000-09-16
Saint Louis, MO
| reply to viperm
The Art of the Cold Call...
All of the above is good advise!
I recently trained a sales person in the art of cold calling, so I have current first hand knowledge of this question.
Visual is correct!
We have brochures that, depending on the location, show the tower (ours are mostly high-rises, towers work well too) local to the area that we are working. The potential client gets an immediate visual that makes our service "local" to him. Also in our material is a graphic that shows how wireless works, with an AP signal shooting to a CPE and the breakdown of the LAN. We also have an inlay photo of the actual CPE so that we can explain the installation.
Another thing that we provide to our clients is a list of maybe two or three of our current clients (some businesses that they would recognize) so that we have a reference and create credibility.
Selling broadband, whether it is wireless, dsl, cable, etc., is not how it use to be 3 or 4 years ago. In the beginning it was convincing the customer to drop their dial-up and try broadband, or drop their ISDN (remember those LOL:) line. Today we have to convince the customer that it is our service that is superior! Today we have to compete for the customer, so we have to focus our efforts.
I think to make a sale you have to knock on the door, find the decision maker, introduce yourself, briefly explain your offerings (remember, you are interupting his day), get a business card and leave your information.
In 2 - 3 days, phone the potential client and put their information in a database, i.e., act, goldmine, etc. Your salesperson should keep really good records, i.e., are they are under contract, when is it up, do they need an upgrade in service, did you and the client have a conversation regarding anyting, etc.
This also serves a dual purpose, if the salesperson does not work out, another can carry on from where he/she left off.
It use to be that one could simply walk down a street knocking doors in their coverage area and voila, sales.
But today with the explosion of broadband competition, we have to pursue the sales in a methodical and persistant way.
Good luck.
~V~
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slipstream1
Premium
join:2005-11-15
Jacksonville, TX
| Not all people are visually based people. Some are auditory, meaning that they need to hear the information and others are kinesthetic. Kinesthetic people are a touchy feely type person. They need to pick it up and touch it. If you only concentrate on visual type people, you will miss sales.
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