From the course: Selling into Industries: Telecommunications

Unlock the full course today

Join today to access over 22,400 courses taught by industry experts or purchase this course individually.

Using urgent need to move to consultative sales

Using urgent need to move to consultative sales

From the course: Selling into Industries: Telecommunications

Start my 1-month free trial

Using urgent need to move to consultative sales

- You can ask all the right questions, provide all the right information, and follow up with perfect tact, but at the end of the day closing a sale is up to the customer. They're the ones that decide to buy. While you may not be able to control when your telecommunications customers make the decision to buy you can influence it. And you can help them move closer to making the purchase and expanding the relationship. You do that by skillfully and masterfully balancing your customer's urgent need with a longer consultative sale. So, what do we mean when we talk about urgent need? Urgent need is the issue and challenge most important and of highest interest to your customers. The urgent need can change from day to day. For example, you have a sales call with your telecommunications prospect to discuss a new computer system. The day of your call they find out they just had a new competitor enter the market. Guess what's top of mind for them, the new competitor or your computer system? You…

Contents