Category Archives for "Telecoms"

In this article, leading Telecoms Sales Expert Andy Preston explains some of the ‘buyer thinking’ that goes on in prospect’s buying process – that most salespeople aren’t even aware of!…….

Whenever I’m working with a telecoms company, one of the main reasons they tell me they wanted to work with me specifically, was that they wanted to get more of an insight into the way that buyers think.

And by the word ‘buyer’, we’re not just meaning professional purchasing staff here, we’re meaning ANYONE that has responsibility for dealing with the purchase of mobiles and associated products.

A lot of my work is about the ‘buyer mentality’ – and how to tap into that, as before I was a top-selling salesperson in my own right, I was a professionally-trained buyer – which gives me a unique perspective on what makes people buy, and what makes them NOT buy.

So why do I say that most telecoms (and specifically mobile) salespeople are often ‘too late?’ Here are my reasons……

Andy’s Reason Number 1 – You’re Too Late In The Process

If the prospect has been looking at their next mobile contract for a while, the fact that you’ve only just bothered to call them up is going to count against you in most cases. They might give you an appointment – they’re going to get a number of ‘competitive quotes’ after all – but just because they’ve agreed to speak with you over the phone (or see you face-to-face) doesn’t necessarily mean you’ve got a good chance of winning their business!

Add to this the fact that most of your competition will only call the prospect shortly before their contract end date, and then you wonder why buyers think you’re all the same?

That isn’t really helping you stand out from the competition, is it?

Andy’s Reason Number 2 – You’re Too Late To Be Considered Properly

I’m talking specifically here about the timing of sending your proposal. In my experience proposals about mobile phone contracts fall into one of two camps, the ‘back-of-a-fag-packet’ type, and the ’20-page proposal’ type.

If you prefer the longer type proposal, be aware that the time it takes you to prepare the proposal is crucial. Note – I’m not advocating you do a ‘back-of-a-fag-packet’ job here, just making you aware of the impact time can have on the success of your proposal – or not.

Here’s a bold statement. The LONGER it takes for your proposal to reach the prospect, be prepared for the fact that the LESS likely you are to win the deal.

Why do I say that? Simply because the proposals that reach the prospect first are more likely to be studied closely, compared to when they have 5,10, or more to look through! And if they’re read through a few already, how closely do they really want to study yours?

Andy’s Reason Number 3 – You’re Too Late In Getting Back To Them

Another big reason that most mobile phone salespeople lose deals, is that they take too long to get back to prospects – and some don’t even get back to them at all!

This applies if the prospect asks you to send them an email. It applies if you’ve promised to lend them a handset. It applies if they’ve asked you to find out some specific information for them.

In all of these situations, like it or not, you’re also being judged. Why? Simply because the longer you take to get back to the prospect, the longer the prospect thinks you’ll take to sort out future problems for example.

How likely is it that the prospect will do business with someone that takes ages to get back to them? Not very….

Andy’s Reason Number 4 – You’re Too Late To Change Their Mind

This is a HUGE mistake that most mobile phone salespeople make – and if you can avoid making this in future, you’ll go a long way towards bringing in more business and improving your sales figures!

Most salespeople think that the PROPOSAL is the main thing that helps them win (or lose) the deal. They’re wrong.

Often, often buyers have made their decision on who they’re going to use (or at least have a good idea) BEFORE the proposal stage – and if most of your effort goes into the ‘proposal’, then you’ve got a problem.

Managers – have you ever interviewed for an employee, and even though you’re going to a 2nd interview, you’ve already got a ‘favourite’ or ‘favourites’ from the 1st interviews? Of course you have. Exactly the same thing happens in a buying situation as well.

So, in order to increase your chances of winning the deal, focus on the things that happen BEFORE the proposal stage – like your questioning, your understanding of their TRUE needs, and their appreciation of you and your solution – and you’ll be much more successful!

Follow the tips above and watch your sales soar! I look forward to hearing how you get on……..

About The Author:

Andy Preston is a leading Sales Expert, Trainer and Motivational Speaker

He runs the Ecademy ‘Sales And Cold Calling Tips Club’ as well as writing for magazines, newspapers and trade journals all around the world on anything related to sales and selling.

You can get Andy’s free cold calling and sales tips HERE

This article is copyright Andy Preston 2010. To copy or syndicate this or any part of this article contact Andy Preston for guidelines. Media enquiries – details here

You know, it’s always interesting to read articles on cold calling….from people that don’t have a clue what they’re talking about! A client sent me a few articles this week that he was laughing about – all about cold calling – all written by people that can’t, won’t or don’t cold call – hilarious!

Firstly – Cold Calling Isn’t ‘Dead’

All of them were saying how it doesn’t work, how it’s ‘dead’ etc etc. They’re wrong. Cold calling is still one of the best (and quickest) ways to get new business. But it’s evolving. And you need to be aware of what’s changing so you can stay ahead of the game….and your competition.Continue reading

2009 was an interesting year for many ’mobile phone’ salespeople and telecoms companies I’ve been speaking with recently. Whilst some had a successful year, many others were grateful for making the sales they did, and some were grateful to make it through the year at all!

2009 had some interesting lessons in terms of sales and sales tactics, things we should all learn from whether we’re a salesperson, manager or director.

Follow the tips below and watch your sales soar in 2010!…..

Sales Lesson Number One – Prospect Continuously

If 2009 taught you nothing else, it taught you that you can’t always rely on renewals or re-signs from your existing customers to hit your targets! 2009 was the year that existing customers were looking for ways to cut costs in their businesses – and I think it’s fair to say mobiles and telecoms were among the first costs to be looked at.

Far too many salespeople stop prospecting when they’re busy. Then they wonder why their sales figures suffer afterwards. Prospecting should be done on a continuous basis, not just when you’re quiet!

Sales Lesson Number Two – Control The Sales Cycle

2009 highlighted the need for the salesperson to control the sales process more than ever before! It was the year where customers started asking for proposals, but then didn’t seem to proceed with the buying decision anywhere near as fast!

In a lot of cases, prospects were trying to get a ‘feel’ for what was available and what it would-cost, before trying to get approval for who to go with, which often resulted in internal discussion and slow decision making by potential clients! So the salesperson does lots of ‘running around’ for very little reward!

Sales Lesson Number Three – Know More About The Competition

Again, 2009 showed us that we have to be sharper in this arena. Many telecoms companies were finding increased competition when trying to make appointments and also when trying to close the deal face-to-face. Often this was happening in existing accounts as well!

If you truly want to be able to sell against your competition, you’d better know them – inside and out.

You want to know about their marketing and promotion, their sales campaigns, their offering, where they’re strong (and weak), and how you can sell against them effectively. That is, if you want to be more successful this year than last….?

Sales Lesson Number Four – Write A Sales Plan

I’m often amazed how few people have a proper sales plan in place! I mean a specific document, written down, with a focused plan of how the individual, team or business is going to win business for the forthcoming year.

Without a proper sales plan in place, most people will miss opportunities that they could have converted, and miss other opportunities they weren’t even aware of.

Not the best thing to happen in a tough market, so start your year off well and get a written sales plan in place, right now!

Sales Lesson Number Five – Examine Your ‘Selling Level’

2009 was the year that purchasing and ‘sign-off’ responsibility shifted somewhat. Managers or Department Heads that were previously able to sign-off quite large sums of money were ‘reigned in’ somewhat, and Directors and Owners started taking more interest in exactly where the company’s money was being spent.

This means that all the salespeople that were selling at ‘user’ or ‘manager’ level found that decisions were going ‘above’ – and that they weren’t coming back as positively or as quickly as previously might have happened!

Sales Lesson Number Six – Ask Better Questions

If you or your team are still asking mainly ‘fact-find’ questions of prospects you’re speaking to, then you’ll probably be one of the first to be left behind in 2010!

If your prospects and clients are considering you as a potential supplier for 2010, do you really think questions like ‘how many handsets have you got?’, what network are you on?’ and ‘when is your contract up for renewal?’ are really going to help you build your business or your desk in 2010?

Your questioning ability can be one of the biggest things that differentiates you from your competition. How does yours (or your team’s) currently measure up?

Sales Lesson Number Seven – Re-Establish Contact

As businesses have ‘re-engineered’ themselves and their business offering over the last few months, for some companies that’s meant re-shuffling their staff and their responsibilities. This is worth looking at closely from a sales point of view however, as we want to make sure you aren’t losing any opportunities through any re-structuring or re-organisation.

Think about some companies that you (or your team) have sold tot in the past. Are you completely ‘on top’ of those companies? Even the ones that haven’t been ‘in the market’ for ages? Do you know every contact in the account that’s involved in telecoms? Do they all know you and would call you first when they need someone?

Many salespeople are in for a shock this year if they only have one or two contact s in an organisation. If those contacts have left or changed responsibilities, they could find themselves having to start again with new contacts. Not the best start to 2010, is it?

Sales Lesson Number Eight – Work On Your Sales Skills

2009 taught us that many of the basic sales skills that are needed for success in a telecoms role had been ‘taken for granted’ – yet were lacking in a large number of the companies and the salespeople I spoke to! Particularly in the cold calling/new business arena.

Last year was the year where sales skills mattered far more than in years previous. Prospects were taking longer to make decisions, higher level decision makers were getting involved, ROI needed to be proven at every stage, more competitors were involved in every sale and prospects were looking to negotiate all your profit out of every deal!

What are you doing to make sure that doesn’t happen to you in 2010?

You can ask any questions about this article or sales in general, by contacting Andy here

Andy Preston is a recognized Sales Expert, who specialises in working with mobile phone companies in particular – helping them generate more appointments, stand out from the competition, and close more deals.