Has that happened to you before or is it just me that has made these kinds of sales mistakes?

Here’s how to engage in conversation while talking with prospects easily and discover 4 crucial pieces of information you must know before talking with prospects about your (business or customer) solutions.

This way you eliminate objections and rejection by only talking with prospects (your target market) but never suspects (the others) about your offer.

Here’s What You Need To Know

#1. Does this person have a problem?

Ask a question to uncover IF your potential prospect has a problem with their current situation.

#2. What is the level of desire to change it?

Not everyone who has a problem has the level of desire needed to mentally sustain themselves through the entire process. That will not serve you nor them very well even if they do start, they will drop off quickly. I know you’ve probably experienced this already.

#3. Can you solve the type of problem they have?

If their problem within the scope of your expertise or knowledge you are in a better position to help them. In order to sustain a disciplined effort to achieve anything, a high level of desire is necessary. They’ve got to be hungry and looking.

#4. Are they prepared (time, money, etc.) to solve it?

All four elements need to be present before you even start thinking about introducing your products or services. When you are marketing your business online all of those things are taken care of by your marketing funnel so only the best-qualified candidates end up in your inbox!

On the Internet, people are not simply browsing like they do in a mall. They are looking for a specific solution to a specific problem like needing more leads and more money. They’re using specific keywords associated with their needs and wants like “automated lead generation”, causes of, and “cure athletes foot”.

By the time they make it to your website, they have already taken care of #1 and #2. If you do a good job on demonstrating you’re capable of #3, #4 will be answered in the form of more sales, more list subscribers, referrals, opt-ins for free consultations and repeat buyers, etc.

How Does It Work Offline?

When you’re in a people business like direct sales and network marketing that high-touch interaction is key to your success. You have got to be able to uncover these 4 core elements. This is done through talking with prospects about three areas of their life:

• Their past history
• Their present moment
• Their future desires

Often times potential prospects don’t qualify to be invited to our team based on the information gathered but we can feel so hard-pressed to recruit someone we persist in!

This leads to disappointment on both sides in the form of rejection for you and an annoyance to your prospect.

When you’ve found there is a problem you can solve, and a certain level of interest in solving it, your solution becomes a natural extension of your conversation to explore whether your solutions will work for them.

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 Talking With Prospects – 4 Things You Must Know Before You “Pop the Question” appeared first on ConectUS Wireless.

When the concern is for both sales and growth there is a vital need to form a link. We have found that there are several issues that break the connectivity:

• The sole metric used is new sales or new clients.
• While many companies conduct sales training, it is event-based.
• Many selling representatives do not adopt the prescribed methodology.
• “Eighty-seven percent of training is lost within one month.”
• Training is not tied to the corporate business strategy.
• Executive buy-in is narcissistic.

The sole metric used is new sales or new clients. Differentiation is the key to all businesses and industries. However, many do not have proper metrics to understand the impact of new and decreased sales. If a firm is engaged in an established selling program then it’s vital to work toward a return on investment. Talent is measured, manufacturing production is measured, and customer service is measured, then why not sales? More importantly, new sales cannot be the only metric used to denote if sales training works. Selling does not work in a silo. Clearly, customer service, closing efficiency, handling objections, and demonstration of product and service are required. The metric used must integrate with all operational departments affected by sales and more importantly the linkage to the overall corporate strategy.

Sales Training cannot be event-based. A chronic misunderstanding about training is the issue of changing habits. Habits are formed from years of influences and behaviors. These behaviors have cultivated through many years of constant repetition. Enculturation is a manifestation of behaviors. These behaviors do not change in a seven-hour program. It is counterproductive to believe that a billion-dollar firm will obtain double-digit production after a seven-hour event. Results come from repetition. When was the last time other than starvation that you lost weight in a day or increased muscularity without exercise? Ask your selling professionals, “can you do the job if your life depended on it?” Deter shortcuts and train staff periodically for best results! Treat them as elite athletes.

Many selling representatives do not adopt the prescribed methodology. The worst travesty for any training program is a sheer lack of accountability. There are countless anecdotes of participants sent into training for hours and days at a time, returning to work no better than before training. Workers return to past habits having forgotten educational practicum. This illustrates a complete disregard for the return on investment. The only mechanism for success is the establishment of new habits. What gets remembered gets repeated and it is imperative for individuals to constantly repeat new processes to change old habits.

Second, review your talent pool. Research proves that certain behaviors cannot be taught. Organizations can hire for physical ability and even certain skills but talent is innate. Your talent does or does not have it. When the methodology is not used, search your talent pool.

“Eighty-seven percent of training is lost within one month.” Training for training’s sake does not work. While short-term productivity occurs, training is a longer-term process. Selling requires a series of programs that instill motivation, memorization, and practicum. Short-term production might help monthly revenue gain, however, quarterly and annual are the proper success metrics. What might your feelings be if you discovered your physician only went to medical school for two years or only assisted a half dozen patients per year? How about an attorney that only litigated four cases per year? Selling is a profession.

We work in a multigenerational, multi-gendered and multicultural workforce. This potpourri requires changes in learning accommodation. Today’s learner desires 1) to be involved in the learning process, they like interaction and adverse to simple lecture and 2) desire different modalities of learning. The proliferation of consumer electronics, the Internet, and personal computing allows learners to devour content wherever, however, and whenever they desire. Use a blended approach but ensure learning continues and does not hit obstacles.

Training is not tied to the corporate business strategy. Tactical sales forces do not work in today’s complex and connected world. Sales representatives are myopic to the needs of the organization focusing only on the “product/service” of the day. It is imperative to denote for all staff the motives for the business. Sales staff must be aligned toward the core values. This provides vision and purpose. Exemplars such as FedEx illustrate this model as all work toward guaranteed overnight delivery.

Executive buy-in is narcissistic. The worst travesty for any training program is a sheer lack of accountability. Executives state the importance of training yet THEY do not participate in programs and worse, do not follow up with required accountability. Stop the narcissism. Hold all individuals accountable to ALL training program essentials. Participants learn from true leaders and they follow them. People believe what they see and leadership must serve as exemplars.

Conventional wisdom says people change jobs for pay and morale, but lack of training leaves a chasm of frustration. The sales department is the most important asset of any organization. Executives are unpaid, vendors are unpaid, products are not developed until something is sold. End the training gap and begin to invest in the most vital asset of any organization- selling!

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!

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The post Industry Voices – SD-WAN – Should mobile carriers care? appeared first on ConectUS Wireless.

They can not only monitor the traffic easily, but also dictate to the underlying systems like switches, routers and other network gear, how the network traffic should be handled. Thus network engineers can respond easily to changing business needs and shape the traffic flow, without hunting for and manipulating individual switches.

The SDN controller is the central brain and acts as an intermediary between two levels. The level above the controller is the application layer and all data travelling to that level is said to be northbound. The level below that layer is said to be the infrastructure layer and all data travelling in that direction is said to be southbound.

An application programming interface (API) refers to a set of protocols and tools that are used to build software applications. APIs help express software in terms of its various components like inputs, output and operations. Thus, in a SDN, northbound APIs communicate with all the applications on top, while the southbound APIs communicate with eth switches and routers below.

The main advantage of adopting a SDN is the fact that capital and operational expense is reduced significantly. With optimization strategies, functional separation and automation, significant cost savings can also be achieved. Further, higher reliability in network functioning is obtained and programmable interfaces and switches mean that scaling up or scaling down of network operations is easy.

This is simply because traffic loads can be adjusted quickly, dynamically and cost-effectively. SDN thus seeks to be a real bridge between the network intelligence part and the physical hardware part, without any compromise on functionality or efficiency. Manual administration and the time and expense associated with reconfiguration are significantly reduced.

At a time when existing loopholes in networking technology like vendor dependence, complexity and inability to scale up or down quickly are leading to a slow growth, SDN looks to be the beacon of hope. With the heralding of a new era that is more data driven, cloud-centric and application intensive at every touch point, SDN looks to be the sure answer to future progress.

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More than just a specific technology it’s the holy grail of networking. A drastically new approach that enables the network to continuously align itself to the disparate demands of the organization. It brings together all the latest networking innovations including SDN, virtualization, machine learning, model-based APIs, and many securities related innovations into a closed loop system capable of identifying, predicting, and responding to business needs.

Intent-based networking system incorporates these four key things:

Translation and Validation – The system takes a higher-level business policy (what) as input from end users and converts it to the necessary network configuration (how). The system then generates and validates the resulting design and configuration for correctness.

Automated Implementation – The system can configure the appropriate network changes (how) across existing network infrastructure. This is typically done via network automation and/or network orchestration.

Awareness of Network State – The system ingests real-time network status for systems under its administrative control, and is protocol- and transport-agnostic.

Assurance and Dynamic Optimization/Remediation– The system continuously validates (in real time) that the original business intent of the system is being met, and can take corrective actions (such as blocking traffic, modifying network capacity or notifying) when desired intent is not met.

What are the benefits?

Intent-based networking promises to bring many benefits to organizations of all sizes. All IT administrators want better access control, massive scalability, security and multi-vendor device management and the most compelling-the ability to manage hundreds to thousands of heterogeneous devices on a network as an aggregate, and do so with speed, automation and simplicity.

Is intent-based networking a rehash of software defined networking?

Software defined networking or SDN is a series of network objects (switches, routers, firewalls) all deployed in a highly-automated manner. Intent-based networking leverages the capabilities of SDN but marries it to intelligence.

What are the risks involved?

Intent based networking requires a fair amount of re-skilling and process change that are not without their own risks. Additionally, as with every major technology transition, there are technology and process risks associated with implementation. You will need to carefully plan your migration, so that you can quickly reap the rewards without affecting existing service levels.

Intent-based networking is nascent, but could be the next big thing in networking, as it promises to improve network availability and agility, which are key as organizations transition to digital business. I&O leaders responsible for networking need to determine if and when to pilot this technology.

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!

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