Compete and Win in Telecom Sales: A Step-by

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang For anyone ready to develop a successful career in sales for telecom equipment, services and technologies, this book provides a practical eight-step program. The author explores how to foster sales success by building the attitude, skills and knowledge essential to creating strong, lasting partnerships with customers.

Preface

The Wonderful World of Selling in the Telecommunications Industry

How It All Started

1

(2)

Someone Has to Sell All This Stuff

3

(2)

My Selling Philosophy

5

(1)

The Salesperson Makes the Difference

6

(4)

The Allen's Pharmacy Story

6

(2)

The Honda Prelude Story

8

(2)

A Career in Sales

10

(6)

Why Selling is a Wonderful Profession

12

(4)

Why I Love Selling in the Telecommunications Industry

16

(1)

The Telecommunications Industry is the Place to Be Now

16

(3)

Re-Cap

19

(1)

Motivational Section

19

(2)

The Eight-Step Sales Process

Back to Basics

21

(1)

The Parrot Story

21

(2)

The Sales Cycle

23

(1)

The Eight-Step Sales Process

24

(1)

Other Sales Processes

24

(2)

Conclusion

26

(1)

Step 1: Prospecting - The Foundation of Success

Definition of Prospecting

27

(1)

The Eddie Samp Story

27

(1)

Prospecting: A Numbers Game

28

(4)

Getting Computerized

29

(1)

Develop an Attitude

30

(2)

Types of Prospecting

32

(12)

Warm Calling

32

(4)

Telephone Prospecting

36

(4)

Cold Calling or Foot Canvassing

40

(2)

Combination: Cold Calling and Telephone

42

(1)

Referrals

42

(1)

Lead Networking

43

(1)

Lead Clubs

43

(1)

Recap

44

(1)

Step 2: Great First Appointments

Review

45

(3)

The Weapons Officer Story

47

(1)

Objectives

48

(1)

Scripts

49

(1)

Be Wary of Generic Sales Training

50

(1)

Decisions are Based on Product, Price, and Service

51

(1)

Scenarios

51

(9)

Proven-effective First Appointment Script for Selling Local or Long-Distance Services

53

(4)

Proven-effective First Appointment Script for Selling Equipment and Hardware

57

(3)

Re-Cap

60

(6)

Step 3: Qualifying

Review

66

(1)

Let's Talk About Qualifying

66

(2)

Conceptual Selling

68

(6)

The ESP Exercise

69

(2)

Never Tell Always Ask

71

(1)

The Indonesia Story

72

(1)

Uniqueness Sells

72

(1)

The Pen/Pencil Exercise

73

(1)

Prescription without Diagnose is Malpractice

74

(1)

The Penny Candy Story

75

(3)

Great Questioning Techniques

78

(8)

Funneling Techniques

79

(3)

Discovering Their Telecom Needs

82

(1)

Qualifying

83

(2)

Build Rapport

85

(1)

Maintain Control

85

(1)

Re-Cap

86

(1)

Step 4: Fact-Finding

Review

87

(1)

Re-Fueling Story

87

(3)

Qualifying

90

(2)

Effective Fact-Finding

92

(5)

Look for Problems You can Solve

95

(1)

Questioning Guidelines

96

(1)

Re-cap

97

(1)

Motivational Section

98

(4)

Step 5: Effective Presentations

Importance of an Office Visit

102

(1)

The Presentation or Demonstration

103

(2)

Pre-Office Visit Checklist

105

(9)

Invitations

105

(1)

Have the Prospect see the Competition

105

(1)

Have the Prospect Call Your References

105

(1)

Do a Trial Close

106

(1)

Book Demo and Presentation Room(s)

107

(1)

Let Your Company Sell Itself

108

(1)

Prepare an Agenda for the Office Visit

109

(2)

Prepare Your Visuals

111

(3)

Re-cap

114

(1)

Your Presentation Skills

115

(4)

What Your Audience Wants

117

(2)

Motivational Section

119

(3)

Step 6: Overcoming Objections

Types of Objections

122

(2)

Conditional Objection

122

(1)

The Cover Up

122

(1)

The Stall

123

(1)

A Challenge

123

(1)

A Question

123

(1)

David Letterman's Top 10 Objections

124

(1)

Phil Kay's Top 5 Objections

125

(1)

The ``Real'' Objection

125

(2)

Formula for Handling Objections

127

(2)

Seven Steps to Handling Objections

129

(1)

Overcoming Objections

129

(4)

Sales Tools

130

(1)

Scenarios --- Overcoming Typical Objections

131

(2)

Re-Cap

133

(1)

Motivational Section

134

(5)

Step 7: Closing

The Postal Worker Analogy

139

(1)

The Sales Process

140

(1)

Review

141

(3)

Closing Tools

144

(1)

The Transition

144

(1)

Categories of Closing Questions

145

(3)

Alternative Closes

146

(1)

Assumptive Closes

146

(1)

Summary Closes

146

(1)

Extra Incentive Closes

147

(1)

Conditional Closes

147

(1)

Direct Closes

147

(1)

Cutting the Price

148

(2)

Ten Things to do Before Cutting Your Price

149

(1)

Motivational Section

150

(7)

Step 8: Follow-Up and Support

Stay Involved

157

(2)

References

159

(1)

Referrals

159

(1)

Motivational Section

160

(5)

Success and Failure

Three Running Buddies in Equador

165

(1)

Michael Cristaldi, the Barber

166

(1)

Retiring with a Pension, the Bob Clanton Story

167

(2)

Failure Hits the Author in the Face

169

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Compete and Win in Telecom Sales: A Step-by -Step Guide for Successful Selling

Summary

Table of Contents

Supplemental Materials