Selling into Industries: Telecommunications

Introduction

• Telecommunications companies as customers

1. Setting Yourself Up for Success

• Telecommunications industry
• Four industry predictions
• Competition for selling into telecos
• The complex telecommunications sale
• Client expectations for sales reps

2. Tailoring Your Approach

• Optimizing your training and development
• Using consultative selling
• Role of networking in the telecommunications sale
• Missteps and pitfalls

3. Creating Urgency and Closing the Deal

• Listening
• Using the latest news and future trends
• Understanding the telecommunications competitor
• Using urgent need to move to consultative sales

4.Taking the Relationship to the Next Level

• Selling after the sale
• Building your referral network
• Positioning youself as an expert
• Building your strategic follow-up

Conclusion

• Start selling