Overview
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Learn how to master the unique challenges and skills required to sell into telecommunications companies.
Syllabus
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Introduction
- Telecommunications companies as customers
- Telecommunications industry
- Four industry predictions
- Competition for selling into telecos
- The complex telecommunications sale
- Client expectations for sales reps
- Optimizing your training and development
- Using consultative selling
- Role of networking in the telecommunications sale
- Missteps and pitfalls
- Listening
- Using the latest news and future trends
- Understanding the telecommunications competitor
- Using urgent need to move to consultative sales
- Selling after the sale
- Building your referral network
- Positioning youself as an expert
- Building your strategic follow-up
- Start selling
