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Selling IP-PBX To Your Customers Seven Secrets To Successfu
Wednesday, July 11, 2012, 6:37 PM
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4) Pay close attention to the timing. Remember, no deadline, no deal. Unless your customer has to meet a specific time line, such as a building out a new office,Cheap Earl Thomas Jersey, relocating a call center,Cheap Donte Whitner Jersey, or launching a distributed call center, they'll have no urgency to act. Use customer deadlines to construct your deal plan, including network provisioning, end-user training time, product backorder, and your service team's availability.
3) Clearly define the value of your solution. The more accurately that you can show on-going cost savings, the more compelling your story. You can increase the potency of your offering when you demonstrate that your solution will bring competitive advantage to your customer,Cheap Jeremy Maclin Jersey, for example, faster response to customer calls, auto call routing based on caller profiles, and so forth.
No doubt about it, IP-PBX is a hot market. Yet it seems that you've harvested all of the low-hanging fruit. Now what?
1) Illustrate that you're a viable vendor because IP-PBX is a long-term purchase. Your customers want to know that you--and the technology that you're selling--will be around for a long time. Prove this with the history of your company and the market share or market growth of your technology vendor.
5) Map out their decision-making process. Ask your customer, "How do you go about making a decision like this? Who is involved and what's their role?" Knowing this can help you navigate tumultuous times because while the person filling a specific role may change, the role probably won't. You can then guide the deal through their process.
6) Understand where the budgets come from. Today, funding can come from places other than the facilities budget. It might come from sales or marketing or other departments. Help fatten budgets by looking at trade-in and trade-up options. Calculate the cost of not moving forward. One sure way to accelerate a deal is to show that keeping alive a current PBX costs more than buying and operating a new IP-PBX because every month of delay means the customer is writing unnecessary checks.
7) Arrange financing for your deal. Cash flow is more important than the final cost for many customers. When you arrange for favorable financing that improves their overall cash flow scenario, you'll have the support of the CFO and speed the deal to close.
2) Prove that your solution is effective for your customer's needs, today and in the future. With the rapid growth of unified communications, customers are rethinking their telephony needs. When you can show that you've got them covered, they'll feel confident with your offering.
Pay close attention to these seven secrets of a successful IP-PBX sale that go beyond features and benefits. If you ignore any one of them, it will take much longer to close the deal and you'll risk competitive interception.
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