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
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
