Welcome to How to Sell Unified Communications sales training program is a must have for sales professionals who sell Unified Communications solutions. The program is created by Serious Selling with the simple purpose of helping sales professionals constantly smash targets. The way we do this is passing on what we discovered during our own illustrious sales careers and simply tell you the golden nuggets of selling Unified Communications. The course covers 3 areas which we feel will aid you in achieving sales greatness, these include:
- How to identify and the quality of a new opportunity.
- How to work with the customer to build a financial case.
- How to make your proposal a compelling business proposition for the customer.
Included in this series:
1. Who Buys Unified Communications – Identify the people with the authority or influence to purchase voice systems.
2. Understanding the Traditional PBX – Understand the system that has provided voice services to Businesses for decades..
3. The Limitations of a Traditional PBX – Learn the limitations of traditional voice systems.
4. IP Voice Components – Learn how IP technology delivers voice services over data products.
5. The Advantages of IP over Traditional – Discover some the fundamental advantages IP voice solutions deliver to business.
6. Single Site Deployment – Understand the building blocks of a single site IP Voice solution..
7. Multi Site Deployment – See the building blocks of an IP Voice solution that covers multiple sites
8. Hosted Deployments – See how a Hosted Voice solution differs from a DIY deployment.
9. Customer Challenges and Objections – Put yourself in the shoes of a Customer and get to know the Challenges they face in purchasing a new Voice system and therefore the Objections you might face.
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Included in this series:
10. Understanding the Financial Mindset – Discover why deals can fail after the customer carries out their own financial analysis.
11. Financial Buzzwords and Jargon - Understand 5 fundamental financial measurements and see their impact your proposals.
12. Improving Financial Justification – 5 TOP TIPS for improving the financial case when presenting your solution.
13. DIY Versus Hosted – See how these financial metrics impact both Hosted and DIY offerings and the potential objections these might create.
14. The 3 Buckets of Value – Learn how to find increased VALUE for your customer to make the business case more compelling.
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Included in this series:
15. The Key to the Sale – Discover how a slight change in thinking can create a massive change in results.
16. XML – Understand the principles of XML technology to understand it’s true business value and impact on your business case.
17. XML in Action – Learn 3 different uses of XML technology and how these can fill your “Buckets of Value”.
18. Application Application – See how simple applications are being deployed in different vertical markets to “Create a Compelling Case”.
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Included in this series:
1. Qualifying a Unified Communications Opportunity – Learn how to use our Qualification Cheat Sheet, what questions to ask and how to ask them for maximum results.
2. The Value of Collaboration Tools – Get real examples of how UC applications and Collaborations tools can create measurable business value.