Cadillac recently came out with a program where you can pay a monthly fee and choose from among a fleet of luxury vehicles to use. There is no hassle of depreciation, no worrying about mileage, no dealing with maintenance, and no mention of interest rate. Read More
In CPE sales, locating and hunting down a lead is half the battle. But once you have a prospect on the line, locking them down with an awesome what to buy and how to buy total solution is often the hardest part. However, it helps to have a basic understanding of what the two main forms of procurement can offer your customer. It is actually a must-have when positioning the ultimate total business ... Read More
by: Scott Morgan
As a UC sales professional, your expertise goes beyond the technology components of a solution recommendation and you understand it is generally not in a customer's best interest to own telecom and IT equipment. Read More
Evaluating Payment Options For Voice, Video & Data CPE Based On Flexibility & Marketplace Alignment Watch this short vlog about the benefits customers and Frontier gains from evaluating their payment options based on flexibility & marketplace alignment. Read More
by: Scott Morgan
Although there are very sound arguments against it, some customers are very adamant about wanting to own the telecom and technology equipment they use. Read More
A career in sales requires you constantly refill your funnel. You need 100 suspects to find 40 prospects to create 10 opportunities and actually meet with 5 potential customers to win a single sale. Or something like that. Read More
As a Frontier Communications sales professional, if you still have a one-time “box sale” mentality when positioning phone systems and other equipment solutions, BEWARE ... you are definitely missing out on additional revenue and limiting your own compensation. Bundling several years of maintenance and support coverage would obviously improve revenue, margins, and your commissions but it is nearly ... Read More
Have you ever gone to the doctor's office and were prescribed medication without being asked about your symptoms? Or equally as bad, has a doctor ever handed you a selection of medications and left it up to you to decide what you think will work best? Hopefully not. That may even be illegal. For a physician to accurately prescribe the right treatment plan for you, he has to ask you about your ... Read More
Do you ask questions so you can discover what technology solution you should recommend to your prospect? Most sales professionals have some type of discovery process so you can help guide a sale and advise customers to make a favorable decision. Read More
by: Paul Metzheiser
How leasing ever became the after-thought and doormat of the sales process I’ll never know. If Rodney Dangerfield were still alive, and saw how leasing was misused in the sales process, he’d bellow his classic line of “no respect”. No Respect! I guarantee, anyone that wants to embrace the mindset that leasing is a product in the sales process, will see a higher closing ratio. Why is that? Read More
