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Channel Partner

5 Tips for Selling in the Telecom Channel

February 21, 2019

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achievement-agreement-arms-1496186One appointment, two appointments, three appointments, zero sales. If this were part of a job description, it could certainly be a bit discouraging. In 2019, who will want to spend an entire day at work with nothing to show in return? Despite the difficulties in the sales industry and despite all the deterring statistics that exist, the sales profession is not going anywhere. 

In B2B situations, salespeople are the best source of contact when you want to convert prospective customers into actual partners. Now is the perfect time to talk about sales and offering support for the sales teams and the beneficial work they do on a daily basis. What can you do to make selling telecom easier than it has ever been before?

Tip 1: Talk the Talk

Before you ever dial a phone number to call a prospective customer, you will have to know what you are selling inside and out. Many prospects will not hold back in asking questions before they give your company any kind of commitment. Once the prospect starts asking questions, you should make sure you have all the answers they need. While it is important to know about the product you are selling, you should also be ready to provide answers about your sales team, your partners, your company, and the sales market as a whole. The leads you are trying to convert will be more inclined to listen to you and trust you if they see you as an expert in your field.

Tip 2: Stay Ahead of the Competition

Many business-to-business buyers will perform their own research before they actually make a final decision. The seller's market has turned into a buyer's market; we are also living in the digital age. Many prospects are going to know a great deal about what is recent in the industry and what is not. Your prospects will also know what your competitors have to offer because they have already done the research. As a sales representative, it is up to you to stay ahead of the competition and know about the latest and greatest products to hit the market. You should also know what is coming so you will not be blindsided by any questions that your prospects have. You will be seen as more trustworthy by all the knowledge you have to share with your prospects.

Tip 3: Keep Your Ears Open

Once you have one of your leads on the phone, we know you will be ready to begin your sales pitch. However, before you start talking about your company and the products/services you have to offer, you should ask about their products/services so you will have a better understanding of what they need. Not only will you validate the lead, but you will make them feel like they will be valuable to your company. You will also obtain great insight into the issues they may face on a daily basis. Even if you walk away without getting the sale, you will have information that you can use going forward so you will have success on your next phone call.

Tip 4: Organization is Important

If your sales team wants to find success, it is important that everyone knows the importance of being organized. If you want to get through the entire sales process as freely and easily as possible, we recommend that you invest in an effective CRM solution. When everyone is organized on a daily basis, everyone will have the tools they need to support leads through the entire buying process. An effective CRM solution and great organization will also make it easier to customize solutions for each lead.

Tip 5: Remain Visible

When you make it through the entire sales process it does not mean everything is over. Making it through the entire cycle means you have just reached the beginning. After you have had a moment to celebrate obtaining new customers, you will have to dive right back in there. It is important that you provide the support your customers need after you have made the sale. Be a visible presence because you want them to feel comfortable reaching out to you if they run into a problem. You want your customers to be around for a long time, and they want you to be around as well. 

What steps are you taking to improve your telecom sales/product strategy? What steps are you taking to improve your marketing strategy? Download our handy partner success guide for more helpful information: 

Channel Partner Success Guide  // eBook