Collaboration, Conferencing and UC Solutions

Conferencing (audio, web, video) and UC (Unified Collaborations) are changing, or changing with, the entire landscape of how companies work, sell, hire, service their clients and more. There are hundreds of options and some of them are free. Costs and margins are plummeting. Selling and buying a solution are becoming more complicated. Solutions are blurred and …
    
Some of the variables that come into play in selling conferencing and UC solutions most effectively are:
  • Understanding your unique attributes and sweet spot
  • Feeling comfortable selling the value of your solution
  • How effectively your solution reduces cost and increases productivity
  • Differentiating your offer from others to justify your price
  • Understanding the technical and business requirements of your customers and prospects
  • Knowing when to engage or when to walk away from a deal
  • Customizing your demonstrations to emulate the clients environment
  • Others…

IPG's program teaches your sales team how to address and integrate these, and other variables into your daily activities so they win more business.

Anticipated Outcome/Benefits:

  • Selling to business people in order to increase usage, differentiation and sales
  • Better close ratios of deals because reps. are going where they are strongest
  • Using the phone, e-mail, web and sales 2.0 most effectively
  • Protect your best accounts
  • Penetrate your competitors accounts
  • Navigate around the gatekeepers
  • Better ability to manage time and tasks
  • Getting past the most common objections and resistance to get more sales
  • Presenting the value of your solution much more dramatically
  • Higher close ratios and larger deals

Selling Collaboration, Conferencing and UC Solutions - A R.E.A.L.™ Program

  • Defining Selling
  • Identifying Your SweetSpot
  • Making Time to React and ProAct
  • Gaining Access to Power
  • DiSC and Adjusting Your Selling Style
  • S.PRI.N.G. (Situation, Priorities, Needs & Gains) Dialogue to  Understand Your Prospects Requirements and Qualify the Opportunity
  • Taking Control of the Sales Process using TE3M
  • Choosing the Winning Strategy
  • Different Applications and Industries to Sell Your Services To
  • How to Customize Your Presentation and Emulate the Prospect’s Environment
  • Anticipating and Handling Objections
  • Negotiating and Closing
  • R.E.A.L. Tips

 

Selling Collaboration, Conferencing and UC Solutions

A R.E.A.L.™ Program