They're Not Mind Readers A common argument we hear all too often from sales professionals is, "I don't do leases because my customers don't ask for monthly payment options." We very quickly follow that up with the simple question, "well, did they know that a monthly payment option was available to them?" Read More
Every customer must determine how to pay for their technology. Whether they acquire a new solution, upgrade an old solution, or switch to a different solution, they are having a conversation about how to pay for it. You decide if you want to be a part of that conversation or not. As the sales rep, it's your responsibility to recommend a total business solution that not only works for the ... Read More
by: Scott Morgan
In the sales process, would you give the customer a list of different technology equipment to choose from? Probably not, as you identified their pain points and business needs and knew what solution would work best for them. So, why wouldn't you do the same for payment options? Taking monthly payment options from the Frontier Financial portal and putting it next to the cash price is a recipe for ... 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
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
Everyone Has To Pay For Communications Technology. Make An Informed Decision. Buying customer premise equipment (CPE), whether it is for premise, hosted, and hybrid solutions, is a process every business has to embark on. Technology and communications-type equipment is to a business what vital organs are to the human body. It is close to impossible to operate without it. However, from an ... Read More
Many organizations believe leasing has no value for them. They have plenty of cash or capital to purchase their equipment. Little thought is given to a smarter way to pay, especially with telecom technology. It’s accepted practice to lease equipment, such as copiers. Read More
