But in your company, you have an extraordinary resource that will allow you to increase your revenues without any crazy efforts… and it isn’t your salespeople.
As you may have guessed from the name of this article, I’m talking about your technicians.
Apart from being highly skilled, your technicians have an extra advantage over your salespeople. Continue reading
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Price.
Millions of sales fail every day because according to the customer, “it’s too expensive.”
The seller tries to rationalize the lost sale, saying that the customer “doesn’t have the money.” But is that really the case?
In reality, there’s a number that matters much more than price during your negotiations — and it’s what directly influences your prospect’s decision to purchase or pass. Continue reading
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Eddy Chaed is a telecom specialist for Artelecom, a Belgian Wildix partner for 2 years.Eddy Chaed and Albert Ruche, Artelecom’s two big names, sold Avaya systems for 18 years. Artelecom has risen four times to become the leading Avaya integrator in Belgium. Yet two years ago, they decided to join the blue ecosystem and as Eddy so aptly put it, “You’d have to be crazy to sell Avaya after installing Wildix.” Continue reading
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“Hi Cristiano, how are you? I have an appointment with a very important potential client for large installation. What kind of discount can I give them?”
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How do you get a customer to choose you over your competitor, or over the dreaded “no-decision” decision?
By now you probably know that marketing isn’t about buying ad space in magazines and newspapers. Marketing means positioning your company and your product. It means demonstrating your UVP and emphasizing what makes you different from the competition.
How many quotes have you sent with no response?
It’s not that your potential customer is fickle. It’s a deeper problem with your quote. Continue reading
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