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Selling Unified Communications

by dreamer123
12 replies
At my company we have been told to sell the following;

• Hosted IP and conventional telephone systems
• Text marketing services
• Wireless Managed networks
• Landlines, call packages and mobiles
• Transport Tracking Management Software (TomTom)

We have been given almost no training on each of these particular products. We have been told to cold call potential clients and see what they need and sell them the most relevant product. We go in and try to see if they are having problems with their telephone system if not we move on to selling landlines and calls if still their is no need or fit we go and try to sell something else and so on and so on.

I don't think this is a good approach. Do you?

Anyone here ever sold unified communications? If so how did you do it?

We have been told if we don't get results by Christmas we will be let go! Please help!

I don't know what sort of questions I should ask that will identify opportunities that are
relevant to the products we offer.
#communications #selling #unified
  • Profile picture of the author JKirby
    This is a horrible approach. What does your script look like? Has anyone in your team been trained on the products? If you haven't been trained on the products, don't have a script and don't have a good lead source (as in, truly cold calling businesses) you're going to have massive massive issues moving forward.

    My advice, if they truly aren't helping you, save yourself a lot of time and stress and get a different job.
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    • Profile picture of the author dreamer123
      Originally Posted by JKirby View Post

      This is a horrible approach. What does your script look like? Has anyone in your team been trained on the products? If you haven't been trained on the products, don't have a script and don't have a good lead source (as in, truly cold calling businesses) you're going to have massive massive issues moving forward.

      My advice, if they truly aren't helping you, save yourself a lot of time and stress and get a different job.
      My boss is heavily against scripts. I wrote down a few questions I could ask and my boss told me to chuck the piece of paper in the bin! We have been given very little training on each of the products. With WIFI for example we have a supplier and I arranged a conference call with them so they could teach us about Wifi but we got told to cancel it because we won't learn anything!
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  • Profile picture of the author Ron Lafuddy
    Well, Dreamer...what are YOU going to do?

    Are you going to wait until they throw you out the door?

    Your situation is akin to having your hands and feet tied
    and being thrown into the deep end and told, "swim for it".

    You can guess the results.

    You've got 6 mos, or so training on phone equipment, which you
    could parlay into a 6 figure income. If it were me, I'd move fast
    in that direction. No way I'd let someone put their foot on my neck
    and hold me down like that.

    But, it ain't me, it's you.

    And YOU gotta decide.
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    • Profile picture of the author dreamer123
      Originally Posted by Ron Lafuddy View Post

      Well, Dreamer...what are YOU going to do?

      Are you going to wait until they throw you out the door?

      Your situation is akin to having your hands and feet tied
      and being thrown into the deep end and told, "swim for it".

      You can guess the results.

      You've got 6 mos, or so training on phone equipment, which you
      could parlay into a 6 figure income. If it were me, I'd move fast
      in that direction. No way I'd let someone put their foot on my neck
      and hold me down like that.

      But, it ain't me, it's you.

      And YOU gotta decide.
      I've already started applying for other jobs! However what do I say when they will inevitably ask me at the interview "why did you leave your last job"?
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by dreamer123 View Post

        I've already started applying for other jobs! However what do I say when they will inevitably ask me at the interview "why did you leave your last job"?
        Tell them all of the things that you've stated in this thread. You know... the truth.
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        • Profile picture of the author Ron Lafuddy
          Originally Posted by dreamer123
          "I've already started applying for other jobs!"

          Just a thought. How come you didn't mention that you were applying for other
          jobs in the OP?
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  • Profile picture of the author dreamer123
    Because I wasn't sure if I was in the wrong and my company were in the right!
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  • Profile picture of the author AlexTee
    Originally Posted by dreamer123 View Post

    At my company we have been told to sell the following;

    • Hosted IP and conventional telephone systems
    • Text marketing services
    • Wireless Managed networks
    • Landlines, call packages and mobiles
    • Transport Tracking Management Software (TomTom)

    We have been given almost no training on each of these particular products. We have been told to cold call potential clients and see what they need and sell them the most relevant product. We go in and try to see if they are having problems with their telephone system if not we move on to selling landlines and calls if still their is no need or fit we go and try to sell something else and so on and so on.

    I don't think this is a good approach. Do you?

    Anyone here ever sold unified communications? If so how did you do it?

    We have been told if we don't get results by Christmas we will be let go! Please help!

    I don't know what sort of questions I should ask that will identify opportunities that are
    relevant to the products we offer.
    Hmmmm...I gave you solid advice in the other thread and you come back and post essentially the same thing and ask the same question....???
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    • Profile picture of the author dreamer123
      Originally Posted by AlexTee View Post

      Hmmmm...I gave you solid advice in the other thread and you come back and post essentially the same thing and ask the same question....???
      I put that advice into practice I really did. Genuinely. However the company were not having any of it. I brought up your ideas in the "sales meeting" and they all got shot down.

      I'm just frustrated. I was not meaning to offend you in any way shape or form.
      I'm genuinely sorry if I have.
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      • Profile picture of the author AlexTee
        Originally Posted by dreamer123 View Post

        I put that advice into practice I really did. Genuinely. However the company were not having any of it. I brought up your ideas in the "sales meeting" and they all got shot down.

        I'm just frustrated. I was not meaning to offend you in any way shape or form.
        I'm genuinely sorry if I have.
        I'm not offended...just wondering why.

        The actions I gave you were for your benefit...not to bring up in a sales meeting.

        I also mentioned that your sales manager would be of no help and I'm not surprised "they all got shot down". Put the ideas in place and you won't have to worry about what's going to happen in December.

        So here is the deal...
        You have to play the role in your one-on-one meetings with your sales manager and in sales meeting by telling them you are doing what they want...when you are in the field "alone" you do what's going to work.

        Eventually, as a result of your sales success, you will gain better positions in better companies and you won't be micro managed. They will want you because you are not doing the silly sh*t being required of you at your present company.

        You can take that to the bank
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        • Profile picture of the author Sofia A
          I've been working with UC-solutions for many years and I think you should not only find a different company, but also a slightly different role. Why? Like many of the people have said in this thread - it doesn't seem like a good company, but also because of that it seems that you get stressed easily when under pressure. I think a more supportive would fit your personality better or sales where it's longer sales cycles.
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  • Profile picture of the author JKirby
    Most companies that give a hoot about their product/service should be using a script. Why? Not to have robotic employees, but to be able to see whats working and what's not.

    I agree with the poster that said something along the lines that you have your hands and feet tied, and be told to tread water. It sounds like your boss is putting people in a situation where he doesn't care if you succeed or fail.

    It's like if an employee starts working at McDonald's, and their boss says you have to have a maximum 35 second time per customer at the register. I won't teach you where the buttons are, I won't help you either. Oh, and by next week, if you aren't below 35 seconds, you're fired.

    It's pretty pointless staying in this company. As far as moving forward, tell your employers that you were told to sell a service without a script, without any training on the service and without a good lead generation process.

    They will understand.
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