Anytime a prospect comes into your store or invites you to their store or office to discuss your product or service, they have an interest. And they have an interest for a reason. If they currently don’t have your product or service, then there is something about living without it that is causing them pain or they are imagining the pleasure that will be theirs if they buy. Perhaps they already own a variation of your product or service, then they are most likely not completely satisfied with what they have and it is your job to find out why.

Here is a real-life example of using this principle. I have a client who sells computer systems. She was invited to a prospect’s office to discuss upgrading their current equipment. When she walked in it was obvious that the equipment was old and outdated. But rather than immediately launch into how much more efficient a new system would make the office, she asked questions instead and found the real issue. Actually, as far as the owner of the business was concerned, he had no problem with the efficiency of his current system. It actually did all he wanted it to do. His employees were happy with it as well. That is except for one.

It seems that the owner’s wife came in two days a week to help out. She had been doing so for several years with no problems. However, she recently began taking some computer classes in the evening to help her to help him. In doing so, she had been exposed to better equipment and now knowing what she was missing had become frustrated with the outdated equipment in the office. And she was letting him know about it. Now, my client knew what to address. She knew that the owner himself was happy with the system he currently had. She didn’t have to “sell him” on the fact that the equipment that she provided “would increase efficiency by 27% and save the company $20,000 this year.” No, all she had to do was show him how it would make his wife happy!

By taking the time to ask the right questions rather than assuming, she made the sale and made it quickly. She found his pain…the pain of his wife constantly insisting that he needed to upgrade. And she showed him how she could alleviate that pain. No efficiency figures, no cost-benefit ratios, no latest and greatest software, and hardware demonstrations. Simply, “Your wife will be very happy with this system, and therefore so will you!”

So simple, yet so rarely used. We have so much knowledge of why our product is the best that we can’t wait to share all of it with our prospects. The truth is, most of them don’t care. They only care about what we are going to do for them. Help them find pleasure or help them avoid pain. And in this case, the prospect was looking for someone to take away his pain. And taking away his pain was as simple as making his wife happy. Case closed. Sale made.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Sales Tip – Find the Pleasure or Find the Pain appeared first on ConectUS Wireless.

Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.

Successful salespeople understand the concept of hitting bunts, singles and doubles while you are working on one of those biggies. Why? Because the big deals:

• Can take longer to close.
• Generally require more work.
• Can leave you with a big – lost sale hangover if they don’t close.
• Require more corporate resources.
• Can take time away from the routine activities of closing the smaller deals.
• Require a higher level of sales skills due to the nature of who your contact is.

The critical factor in maintaining balance in the mix of big deals you are working on to the smaller ones. Yes, a $100,000 deal could represent 20% of your quota for the year but it could also take 50% of your time. Five $20,000 deals will tend to close faster and get you to the same outcome.

What is in your pipeline? A lot of big deals? A few big deals? Just smaller ones? Again, the key is in the mix. The formula I use is ten to one – ten smaller active prospects in my pipeline to every big prospect.

The emotional high of closing a $100,000 even a $1,000,000 deal is a lot greater than closing five $20,000 sales but the disappointment, frustration and stress of losing one of these major deals is also greater than losing a $20,000 sale.

The secret is to get the sales closed and then cultivate the client for more business. Remember it is easier, less time consuming, less costly and less stressful to sell more to a present client than it is to sell a new customer.

I would much rather have a higher repeat business ratio than a new sale close ratio. I know some sales managers might disagree with me but over the long term these repeat and upgrade sales will cost less time and resources than every new customer. This strategy is not meant to give you permission to not focus on generating new customers. You can’t upgrade a current customer until you have sold them the first time.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to speaking with you soon!

The post Home Runs are Great but Bunts Win Games and a Key to Sales Success appeared first on ConectUS Wireless.

In the view of such popularity, it’s only fair that we should be looking at what trends IoT would be following in the coming time:

IoT and Mobile Phones: The Age-Old Relationship

Talking about technology, the biggest one is probably the one that we carry everywhere with us. Our mobile phones, Such is the power of mobile phones on our daily lives, that people are increasingly trying to connect them with everything around them – so they don’t have to worry about carrying some other device as some sort of remote control.

Mobile phone, irrespective of which brand it belongs to today, has become a brand in itself. The smart IoT devices would, therefore, be expected to make the smart decision of connecting well with their owners’ mobile phones.

The streamlined communication, the all-time visibility of the device – these factors will definitely help in boosting customer engagement in the coming time.

Inter-connected Devices on a Rise

We are right now in the middle of a great revolution that goes by the name of The Internet of Things development. And this revolution has already resulted in us being surrounded by a huge number of smart devices today.

So obviously, this New Year and years coming after this one, are all going to be looking at an increase in such devices. Plus, with developers working on making these devices connect better than ever before, we could be looking at something as simple as toothbrushes getting smarter.

Everything around us is to become more interconnected, get better at exchanging and analyzing data and is to eventually help people make better decisions.

Data Security Risk and Information Breaches

With everything being interconnected, smart devices are bound to also create some security issues for us. 9 out of 10 IoT developers have had the same concern regarding this technology, and their fears are not without a ground.

Whether it’s our television, or it’s the baby monitor – everything that we thought was completely harmless could now easily be used as a medium of cyber attack. The safety and exchange of all our important information are not going to remain limited to our Smartphone anymore.

Every piece of data that we, in one way or the other, keep generating on a daily basis, will be at the risk of getting wither misused, misinterpreted, or just plain stolen. And there’ll be little you could do about it. 2020, therefore, is looking at an increased risk of information breach due to IoT.

Creative Use of Blockchain for IoT

We’ve all heard about Blockchain, and it would be safe to say that we are all in awe of the way it works. Offering a decentralized control option, it makes use of highly advanced cryptographic algorithms to develop a secure system.

Doesn’t it sound like an optimum solution to tackle the privacy and security threat that IoT devices are or might be facing in the now or the future? Using Blockchain to ensure the privacy of any and all IoT data exchanges, would further ensure that if by chance a single device does get corrupted, no other device will bear the brunt.

The decentralized security system will make it difficult to compromise all devices in the chain; the whole system will, therefore, be better secured.

Growing Investments

The impact of IoT on the world around us is so palpable, that no one can now look away from it. Business owners are looking for the interconnectivity offered by IoT and adopting it in their own models.

Many are even designing their whole business models based on IoT. If you too are looking at the prospect of IoT applications for your business, you’re doing just the right thing.

Bsquare did a study, and it found that 86% companies are adopting IoT solutions, while 95%, in addition, believe IoT could be a sound solution. This has further led to a global IoT spending that would near $1.4 trillion by 2022, assays IDC report. So, 2020 could be looking at investments rising as high as… well, there’s no saying how high it could go.

So, where’s IoT Taking Us?

It’s taking us through technological crevices to technological heights, which we never knew existed – which seemed unimaginable until some time before. The potential for this technology has always been immense.

Throughout this time, since it came into inception, Internet of Things has had a huge impact on how we communicate with the devices around us, how we build and digitize our businesses, and how we exchange and even monetize data.

IoT has made us ride this amazing multi-trillion dollar ride while changing our concept of connectivity, privacy, and business in general. Talking of security, it sure has been giving us all a bit of a hard time; but every day, developers are working hard at building ultra sophisticated protocols to maintain our privacy in an IoT-influenced world.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post 5 IoT Trends That 2020 Should Be Looking At appeared first on ConectUS Wireless.