Double Your Telecom Sales
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Transcript of Double Your Telecom Sales
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Doubling Sales
Angela LeavittPeter Radizeski
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Description
• It's no secret many telecom and cloud providers are struggling
for sales - it's an in increasingly competitive market and
businesses are facing shrinking budgets.
• This session will consider these trends and discuss 10 tips any
service provider can use to increase sales by as much as 100%.
• We’ll also share the 15 Marketing Must-Do’s.
• http://blog.tmcnet.com/on-rads-radar/2013/05/doubling-your-
sales.html
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Speakers
Angela LeavittChief Mojo-Making Officer
Mojo Marketing@MojoMktg
Peter RadizeskiChief Mojo-Fying Officer
RAD-INFO, Inc.@radinfo
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10 Ways to Double Your Sales
1. Hire a coach or mentor
2. Get top-notch sales training
3. Learn to say “NO!”
4. Don’t just prospect, target – Go Niche
5. Establish trust fast with testimonials & social proof
6. Ask great questions and listen
7. Improve time management – Respect the Money Hours
8. Upsell, cross-sell
9. To get referrals, GIVE referrals
10. Form great partnerships
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1. Hire a coach!
• Sports teams have
coaches & trainers to
help them to peak
performance.
Why wouldn’t you?
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Selling Has Changed
Some days does it feel like no one wants to talk to you??
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2. Get top-notch sales training
• Improve individual sales skills!
• Get better at asking open ended
questions, asking for the sale,
and getting buy in.
• Doctors, Lawyers, CCIE continually
train/CEU
• “Don’t wish it were easier…wish
you were better.”
– Jim Rohn
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3. Learn to say “No.”
• Walk away from tire kickers or
those who are not a good fit.
• Ex: Hosted PBX is best
leveraged by multi-location
businesses or businesses with
virtual, remote or mobile
workers. If your prospect is a
single site without mobile or
virtual needs, politely decline.
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“There are 5 obstacles in every sale – no need, no money, no hurry, no desire, no trust.
The best prospects have an immediate need – a pain point – coupled
with a budget (they can afford your services) and trust.
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4. Go Niche!!
• Niche messaging resonates more
– Open rates increase
– Engagement increases
• “Experts” can charge more
• Trust is implied
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Research Different Niches
• Start with your current customer database
• Determine which niches are more receptive to your unique
positioning
• Survey the niche
– Are they receptive to cloud?
– What are their pain points?
– What’s their “language”?
• Develop case studies
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5. Establish trust – fast!
• The biggest factor in sales is TRUST
• The prospect has to buy 3 times during a sale.
• They have to buy (1) the salesperson, (2) the company and (3) the service.
• That’s a lot of trust building. That’s why testimonials, references, relationships, social proof, case studies and follow up are so important.
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6. Ask great questions, and listen
• Asking insightful questions is
more powerful than spouting
off knowledge and facts.
• Uncover pain – over and
over again.
• Keep the prospect talking…
the more they talk, the more
you’re selling.
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“If you don’t listen, you don’t sell anything.
Carolyn MarlandManaging Director
Guardian Group
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7. Improve time management
• Follow your sales process with more discipline.
• Sales can be time consuming – quotes, proposals, contracts,
follow-ups, emails, demos…
• You have to get through the sales process faster.
• Automate what you can (templates).
• If you aren’t working your calendar to schedule your
appointments, follow up, sales activities, lunches
(never eat alone), etc., then you are letting your day run you.
You = Your Calendar* *Calendars NEVER lie. - Tom Peters
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Money Hours
• Routines, habits are the secret to
success – something that
Stephen Covey preached as well.
• What are Money Hours?
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8. Upsell Current Customers
• Another way to increase sales is to sell more to your current customers. Adding features – like call recording or voicemail-to-text – will not only give you incremental growth, it will make the customer stickier
• UPSELL
• CROSS-SELL
• INCREASE ARPU.
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9. Get referrals by giving them
• Identify people who are very
well connected
• Identify people who like to
make introductions
• Connect on Social Media
• Don’t ask first…instead offer
something of value to the
connector.
• Eventual goal: become a
connector yourself
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10. Form strategic partnerships
• “Plug in” to partners who
already have the knowledge
and processes in place.
• This greatly increases speed
to market and gives you
instant expertise without the
hassle and expense of hiring
and training
• Ex: Intelisys & Telapprise
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THE 15 MARKETING MUST-DOs
1. USP2. Biz cards (High Quality or Unique)3. Networking4. Website5. Local Search6. Social media (maybe)7. On-message email signatures8. Email marketing9. Cold Calling10. Referral Programs11. Blogging12. Content13. Guest Blogs14. Key Influencers15. PR
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USP = Unique Sales Proposition
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Final Words of Encouragement
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“Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge
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Low Price is Your Kryptonite
Lowering your price won’t
double sales. That’s order
taking. Low price means
less margin, less revenue.
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Questions?
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Angela Leavitt, Chief Mojo-Making Officer @ gimmemojo.com
Peter Radizeski, sales/mktg consultant @ sellecom.com