Spotlight on CPE Sales

If Everything is Important, Nothing is Important

When everything is grabbing for your attention something that keeps Jason focused is a simple visual board of active opportunities, important notes, and the overall process. Knowing what is next and what needs to be addressed first keeps everything that has the potential to make him money a priority.

"If I didn't have a visual representation of what's most important, then things would fall through the cracks. I typically only have a few hours of the day to actually sell, so I have to have a priority list."

 

Get Involved With Customers & Have Business Discussions

When a customer tells you what they want, push back politely. Ask, "why?" It's all about getting the customer to see the bigger picture. Jason will begin his sales process by learning about the customer and their business, and asking questions that not only give him the information he needs, but helps him disrupt the customer's thought process in a strategic way, to better control the sale. How can CPE positively impact their business? What's the core problem the customer is trying to solve with CPE? How do their customers interact with their business? For Jason, it's all about differentiation. He seems to be exceling at this strategy. 

"Sell differently. Have a conversation that gets you to understand their problems, understand it from the customer's perspective, and your customer will respect you. It will change your game and they'll know you're there to help their business."

 

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Need help with the discovery process? This helpful guide explains the what and why behind the important questions you should be asking.

 

 

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Recommend Shield & Avoid the Buffet of Options
 

Frontier Shield is a differentiator and adds value to each sale. It solves nearly every business concern when acquiring technology. Therefore, Jason will lead with and recommend Shield before he ever shows additional options. "If you give people too many payment options, they don't make a decision."

Capitalize on Multi-Year Maintenance With Monthly Payment Options

If you're going to sell maintenance it must be done at the the front end of the sale. There is a higher likelihood to secure multi-year maintenace when it's built into the monthly cost. Having the payments spread throughout the agreement is a lot friendlier than a huge yearly maintenance payment. The pass through maintenance with Shield allows Jason to build a recurring revenue stream while providing his customers with added peace of mind. It's a win-win for everyone!

With Change Comes New Opportunity

You can get frustrated and fight change or adopt, adapt, and progress. As Frontier Communications changes and molds in new and exciting ways, 2018 is more of a year of opportunity. We ended our chat by asking Jason to share some advice for you, his peers, in regards to general sales, CPE sales and looking forward.