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How to sell high performance wireless networks?

by dreamer123
9 replies
For the last 6 months I have been working at a telco company selling lines and calls etc now management have decided to start selling high performance wifi networks to schools in particular.

I was wondering if you could help me as I had a few questions:

1. What should be my opening statement be. My director has suggested "My names xxx and I'm calling from xxx and we help schools communicate with parents and pupils". What do you think?

2. Who should I try to contact in these schools. We started of targeting IT managers/network managers but they were all about the technicalities of wifi and were not really intrested in the benefits a high performance network can bring to the school. Should I instead try to get hold of headteachers, business managers etc?

3. What sort of qualifying questions should I ask?

Thanks a million!
#high #networks #performance #sell #wireless
  • Profile picture of the author savidge4
    Me... personally would by-pass communicating with the schools entirely. I would go right to the STATE level and start with the state board of education. You are probably talking about a decent budget need, and that is ultimately where the money would be coming from.

    You might even give a try at the county or district level and see where that gets you, but it is my experience that something with a decent budget has to go all the way up to the state level.

    Originally Posted by dreamer123 View Post

    For the last 6 months I have been working at a telco company selling lines and calls etc now management have decided to start selling high performance wifi networks to schools in particular.

    I was wondering if you could help me as I had a few questions:

    1. What should be my opening statement be. My director has suggested "My names xxx and I'm calling from xxx and we help schools communicate with parents and pupils". What do you think?

    2. Who should I try to contact in these schools. We started of targeting IT managers/network managers but they were all about the technicalities of wifi and were not really intrested in the benefits a high performance network can bring to the school. Should I instead try to get hold of headteachers, business managers etc?

    3. What sort of qualifying questions should I ask?

    Thanks a million!
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  • Profile picture of the author Ron Lafuddy
    Dreamer,

    Sounds like things are working out for you on your telecom gig. Hope you're making lots of sales.
    I once got a fiber deal for a school system by finding out who else in the community might be
    interested in having access. The local hospital needed bandwidth and jumped at the idea.

    Didn't hurt that they had "influence" and could light a fire where needed.

    Good Luck!
    Ron
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    • Profile picture of the author dreamer123
      Originally Posted by Ron Lafuddy View Post

      Dreamer,

      Sounds like things are working out for you on your telecom gig. Hope you're making lots of sales.
      I once got a fiber deal for a school system by finding out who else in the community might be
      interested in having access. The local hospital needed bandwidth and jumped at the idea.

      Didn't hurt that they had "influence" and could light a fire where needed.

      Good Luck!
      Ron
      Yes it's going great thanks. Last month I managed to win a tender for a local council!

      What would your opening statement be if you were selling high performance wireless networks?

      Who would you target as DM's in these schools. I know it has been suggested that I should go to the state level but I am powerless in that regard as the management have said all the schools we are contacting are private schools.
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      • Profile picture of the author savidge4
        Originally Posted by dreamer123 View Post

        Yes it's going great thanks. Last month I managed to win a tender for a local council!

        What would your opening statement be if you were selling high performance wireless networks?

        Who would you target as DM's in these schools. I know it has been suggested that I should go to the state level but I am powerless in that regard as the management have said all the schools we are contacting are private schools.
        Ah... "Private" schools make a huge difference. I might start with getting inside support first. Go with a principle or the like. I then would also be looking at the board to determine who might be the best contact. LinkedIn Is your friend, and more than possibly your inside scoop on whom you need to speak with.
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  • Profile picture of the author helisell
    An opening statement?

    What would you want one of those for?

    Surely you mean 'What sort of opening question should I ask?'

    See, that's the trouble with salespeople....they think they have to make statements
    when the reality is they need to ask questions.

    Check out Jason Kanigan's posts.....and you'll see the difference.

    Good luck
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    • Profile picture of the author Ron Lafuddy
      Originally Posted by helisell View Post

      An opening statement?

      What would you want one of those for?

      Surely you mean 'What sort of opening question should I ask?'

      See, that's the trouble with salespeople....they think they have to make statements
      when the reality is they need to ask questions.

      Check out Jason Kanigan's posts.....and you'll see the difference.

      Good luck
      Mike,

      Pure common sense. The kind that comes from a real sales guy.
      Your posts always cut through the chatter and get to the meat
      of it. Keep up the good work!

      Ron
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    • Profile picture of the author dreamer123
      Originally Posted by helisell View Post

      An opening statement?

      What would you want one of those for?

      Surely you mean 'What sort of opening question should I ask?'

      See, that's the trouble with salespeople....they think they have to make statements
      when the reality is they need to ask questions.

      Check out Jason Kanigan's posts.....and you'll see the difference.

      Good luck
      What would you recommend as an opening question?
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  • Profile picture of the author helisell
    Did you check out Jason's posts as I suggested?

    I'm pretty sure you wouldn't be asking for 'opening
    question' suggestions if you had?

    If you didn't check out Jason's posts then what is
    the point in asking here for a solution, being given
    the solution, and then ignoring it?

    If you did check out his posts then you'll already
    know what the opening question should be.

    No apologies for being so 'Socratic.......'

    Good luck.
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  • Profile picture of the author Sofia A
    How did it go?
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