• Understand the challenges and opportunities found in telecommunication sales
• Utilize effective sales strategies to drive call volume and increase closing ratios
• Focus on the advantage of long-term product value over low cost solutions
• Understand how to deal with different sales structures
• Work with the needs of different buyer types within a company
• Establish rapport and build chemistry
• Quantify maintenance costs that may be incurred subsequent to purchase
• Bundle telecommunications products and services to increase customer value
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their sales approach based on buyer behavior
• Identify problem areas and potential solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over other telecommunications companies and products
• Assess personal selling performance following each call
• Understand the Sales Process
• Handle sales objections and close the sale

When telecommunications industry began to take a turn for the worse in the latter months of 2001, dozens of new and existing telecommunications companies felt the immediate and painful impact of what would soon become a tough economic time for the high tech industry. Major players with “household names”, large corporate-sponsored offshoots of energy companies and smaller start-ups in Silicon Valley, the DC area, Dallas, Boston and other technology centers across the country were faced with the reality of decreased sales numbers and smaller corporate spending budgets. Smart telecommunication sales organizations shifted their sales efforts towards sales strategies designed to lower operating expenses while increasing margin and sales volume. Given that the telecommunications industry has had to face a whole host of industry-specific sales issues, professional sales training programs must take into account the needs of telecommunication companies, RBOCs, CLECs, VARs and other related organizations. Our Telecommunication Sales Skills Training workshop is focused on providing key selling skills that are required to succeed in today’s tough yet still rewarding industry environment.

Based on applying a consultative selling approach to the sales environment, our Telecommunication Professional Sales Skills Training program teaches key strategies and proven methodologies to increase sales for telecommunications sales reps. Key to the learning process is a focused analysis of customer buyer types, behavior, verbal cues and their effect on the sales process. Time is also spent from the beginning to the end of the sales process and how to guide sales calls towards appropriate product and service recommendations and solutions. Cold calling and closing techniques are also covered throughout the workshop. This highly interactive course provides telesales reps with numerous opportunities to put learned skills into use via role plays, group exercises, activities, questions and answer sessions and lectures. These opportunities are designed to increase knowledge transfer of sales skills and immediately put newly acquired skills to use in the workplace. With these skills in hand, telecommunications sales reps will be able to focus on making numbers and collecting commission checks.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.