The latest reduction in interest rates will shift the way customers decide UC solutions. Any business buying anything will take into account two factors when making an investment decision. That is, the Cost of Money plus the Investment Risk. This is something we cover in the ROI session of any of our sales training classes. With the cost of money (assuming it’s available, of course!) reducing dramatically over the last 12 months expect customers to shift more attention to the RISK of going ahead with a UC project.

Too many UC sales propositions fixate on “Cost Savings” or some type of generic “Benefit Statement”. Instead, why not take advantage of this focus on RISK? If the perception of RISK is too high for the customer for any UC project it will STALL. Trust me, it happens! Here are three things you can do to reduce this perception of risk:

1. Get your prospect list out and call all of them where you expect business to close in the next 90-180 days. Find out how they QUANTIFY the RISK in their business case. Identify the top two or three and go and get some evidence to help reduce the level of risk for them.

2. Talk to, or visit, one of your existing customer where you recently sold a UC solution. Ask them what they are doing with it and what MEASURABLE RESULTS have they achieved in their business. (It’s amazing how few salespeople go back to a customer once a sale has been made to see if it really works for them!)

3. Check for references or case studies from your company or vendor. But DON’T just mail something out! Understand the relevance to YOUR customer and make the relevant comparisons. Call them up and have a meaningful discussion. Customers are ALWAYS interested in what others are doing with UC.

Good luck, and if you need any more guidance on this go to our website:
http://www.skillsconnection.tv

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