How to sell a portfolio of products

6 replies
I work for a telco company and my job started of pretty simple where I was selling landlines and calls packages to businesses. Over the last few months we have been told to sell wifi, hosted ip services, and mobile text marketing. We have had very little training (almost non existent) on all of these different services.

We have been told to say something like "my names xxx and I'm calling from xxx and we help companies like yours to improve internal and external communications whilst also saving you money at the same time"

Then we are told find out what each business needs and sell it to them. We have been given no guidelines. I wrote down a few guidelines (questions to ask) and I was encouraged to chuck them in the bin!

So what can I do to help myself? Learn as much as I can about each particular product?

My boss is very against the idea of following a script/guidelines.

The main problem I have is I'm fine with getting past with gatekeepers and rattling off the opening statement to decision makers but then I'm like what now? Where do I go from here? Do I ask if they have a telephone system in place or do I ask how they market their products and services so I can introduce mobile marketing? I'm at a loss and really confused.

What can I do to help myself?

Your help will be appreciated!
#portfolio #products #sell
  • Profile picture of the author Ron Lafuddy
    Dreamer,

    You have to pick one thing and master it.

    If you go in with a scatter gun firing at everything...
    you'll hit nothing.

    Telco is a complex world.

    Takes some time to really learn things well enough to feel
    comfortable discussing it with customers.

    Sounds like the company you work for has a half-assed approach
    to training and selling. Bet they have a high turn-over of salespeople.

    The real money is in focusing on one area and mastering it. Then partner
    up with someone who sells a related product and help them close their deals.

    Their deals will include your services/products.

    Example: Let's say you focus on and sell network services for voice and data.
    Partner up with someone who sells phone systems. Tell them, "I'll help you sell
    your phone systems by showing your customers where to find the money to pay for it."

    You'll have their attention.

    All you have to do is follow through.

    Doesn't take many of these types of relationships to get super busy and make good money.

    As to your company, look around and see who the other players are, what kind of support
    they're offering and what they're paying.

    You can always take your paper (deals) elsewhere.

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

      Dreamer,

      You have to pick one thing and master it.

      If you go in with a scatter gun firing at everything...
      you'll hit nothing.

      Telco is a complex world.

      Takes some time to really learn things well enough to feel
      comfortable discussing it with customers.

      Sounds like the company you work for has a half-assed approach
      to training and selling. Bet they have a high turn-over of salespeople.

      The real money is in focusing on one area and mastering it. Then partner
      up with someone who sells a related product and help them close their deals.

      Their deals will include your services/products.

      Example: Let's say you focus on and sell network services for voice and data.
      Partner up with someone who sells phone systems. Tell them, "I'll help you sell
      your phone systems by showing your customers where to find the money to pay for it."

      You'll have their attention.

      All you have to do is follow through.

      Doesn't take many of these types of relationships to get super busy and make good money.

      As to your company, look around and see who the other players are, what kind of support
      they're offering and what they're paying.

      You can always take your paper (deals) elsewhere.

      Ron
      I completely agree with you and they do seem to have a high turnover rate of salespeople. No one it seems has lasted more than 6/7 months.

      I was made to be the telphone systems expert which I was delighted about as this is my favourite area but now we have been told to go in open minded and find out where the customer is having problems (that might be with mobiles, wifi, mobile marketing etc) and then talk to them briefly about how our services might benifit them. Next step, send them a email (we have a intro email regarding each particular service) and schedule a call back where we will discuss the relevant service in more detail.

      I don't think this approach will work because for the reasons you outlined. I don't want to get sacked so what can I do to help myself? Read as much as possible about all the solutions we offer and wing it and hope for the best?
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      • Profile picture of the author AlexTee
        Originally Posted by dreamer123 View Post

        . I don't want to get sacked so what can I do to help myself? Read as much as possible about all the solutions we offer and wing it and hope for the best?
        Absolutely Not! That is a recipe for failure. You can't wing it when selling technology.

        Selling technology is exciting but can be overwhelming if you don't know where to put your efforts.

        The fact that there is no sales training makes me wonder what kind of support you can expect for your customers, but that is another conversation.

        In addition, your sales manager is probably of little help and lacks the knowledge necessary to help you.

        The good thing about sales is you are in charge of developing your skill sets whether you receive training or not.

        I'm going to tell you exactly what I would do (in this order) if I was in your situation knowing what I know now...especially when it comes to selling technology.

        This is just a start. No hype or weasel words, just actionable items you can do..now...that will yield results in 30,60 or 90 days if you do the work.


        Shortcuts to selling technology:

        1) Identify & decide where you are going to invest your time and make your money.

        The fastest way to do this is to read 3-5 case studies in a cursory fashion to quickly get up to speed on what is hot in what marketplace and who is buying it.

        i.e., put in "WiFi case studies" without the quotes in the Google search window and pick 3-5 case studies to read.

        Do this for each of your product offerings====> hosted ip services, and mobile text marketing.

        You can do this in one weekend or within 1 week for sure!

        You will be able to educate yourself and cite these case studies to educate your prospects as well, which will impress them.

        After doing this, you should have a better feel of your situation, not feel lost and a better idea of the best way to proceed.

        Then...

        2) Go to this site.


        Go to slides 13 - 18. Complete the activities based on whatever software/hardware you are selling. It's going to take some thought and some research (homework) but don't get frustrated.

        Complete the steps.

        Base your talk track, flyers, etc. on the results of these exercises.

        And finally...

        2) Take control of your sales training and ignore most of what your so called sales manager is telling you

        This is useless:
        We have been told to say something like "my names xxx and I'm calling from xxx and we help companies like yours to improve internal and external communications whilst also saving you money at the same time"

        Sales Training:
        -Learn how to sell
        -Learn how to sell technology

        Go to amazon, put in these titles and order these books and stop wasting your money on wso's that don't work (if you are doing that).

        The Ultimate Sales Machine, Chet Holmes

        Question Based Selling, Thomas Freese

        How To Sell Technology, Paul R DiModica

        The Secret Code of Success: 7 Hidden Steps to More Wealth and Happiness, Noah St. John
        &
        Anything from Tony Robbins

        Most of these books are slightly more than a wso, not full of hype and will work for you if you read them and...Take Massive Action!

        Read at least 15 minutes EVERY DAY on your product offerings and/or pages from one of these books or any you have chosen on your own.

        Spend 75% of your time prospecting and practicing what you have learned.

        In closing...

        There is no short cut to sales success.

        Use where you are now to learn how to sell, make your quota and earn a living then update your resume and apply to better companies.

        Remember, this is just a start, but these are actionable steps that should reduce a lot of the confusion you are experiencing now and move the needle.


        Hope this helps.
        {{ DiscussionBoard.errors[9519172].message }}
        • Profile picture of the author dreamer123
          Originally Posted by AlexTee View Post

          Absolutely Not! That is a recipe for failure. You can't wing it when selling technology.

          Selling technology is exciting but can be overwhelming if you don't know where to put your efforts.

          The fact that there is no sales training makes me wonder what kind of support you can expect for your customers, but that is another conversation.

          In addition, your sales manager is probably of little help and lacks the knowledge necessary to help you.

          The good thing about sales is you are in charge of developing your skill sets whether you receive training or not.

          I'm going to tell you exactly what I would do (in this order) if I was in your situation knowing what I know now...especially when it comes to selling technology.

          This is just a start. No hype or weasel words, just actionable items you can do..now...that will yield results in 30,60 or 90 days if you do the work.


          Shortcuts to selling technology:

          1) Identify & decide where you are going to invest your time and make your money.

          The fastest way to do this is to read 3-5 case studies in a cursory fashion to quickly get up to speed on what is hot in what marketplace and who is buying it.

          i.e., put in "WiFi case studies" without the quotes in the Google search window and pick 3-5 case studies to read.

          Do this for each of your product offerings====> hosted ip services, and mobile text marketing.

          You can do this in one weekend or within 1 week for sure!

          You will be able to educate yourself and cite these case studies to educate your prospects as well, which will impress them.

          After doing this, you should have a better feel of your situation, not feel lost and a better idea of the best way to proceed.

          Then...

          2) Go to this site.

          How To Develop Value Propositions, for CIOs

          Go to slides 13 - 18. Complete the activities based on whatever software/hardware you are selling. It's going to take some thought and some research (homework) but don't get frustrated.

          Complete the steps.

          Base your talk track, flyers, etc. on the results of these exercises.

          And finally...

          2) Take control of your sales training and ignore most of what your so called sales manager is telling you

          This is useless:
          We have been told to say something like "my names xxx and I'm calling from xxx and we help companies like yours to improve internal and external communications whilst also saving you money at the same time"

          Sales Training:
          -Learn how to sell
          -Learn how to sell technology

          Go to amazon, put in these titles and order these books and stop wasting your money on wso's that don't work (if you are doing that).

          The Ultimate Sales Machine, Chet Holmes

          Question Based Selling, Thomas Freese

          How To Sell Technology, Paul R DiModica

          The Secret Code of Success: 7 Hidden Steps to More Wealth and Happiness, Noah St. John
          &
          Anything from Tony Robbins

          Most of these books are slightly more than a wso, not full of hype and will work for you if you read them and...Take Massive Action!

          Read at least 15 minutes EVERY DAY on your product offerings and/or pages from one of these books or any you have chosen on your own.

          Spend 75% of your time prospecting and practicing what you have learned.

          In closing...

          There is no short cut to sales success.

          Use where you are now to learn how to sell, make your quota and earn a living then update your resume and apply to better companies.

          Remember, this is just a start, but these are actionable steps that should reduce a lot of the confusion you are experiencing now and move the needle.


          Hope this helps.
          Thanks a million!!!!!!!!!!! I will let you know how I get on
          {{ DiscussionBoard.errors[9519310].message }}
  • Profile picture of the author mjbmedia
    if you sell a portfolio of products, then what do those products solve when used all together that they don't solve when used one at a time, and that's what you sell.
    Signature

    Mike

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  • Profile picture of the author dreamer123
    Anyone else have any ideas as to what I can do?
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