The ‘Discovery’ is the most important step in your VoIP sales process, and it is often the most taken for granted. Sales Discovery is so vital because it sets up every other step for success: The Demo, the Proposal, and the Close. A good discovery will position your entire pitch to help the prospect understand why they need to buy from you. It will position your pitch’s strengths against any competition involved. The result will be a higher close rate and a higher contract value on your proposals, both of which add up to more business. If you're interested in learning how to measure the results of your efforts, check out our Webinar on Building your Sales Dashboard.
Today's post is brought to you buy Stuart Preston from Pitch Consulting!
During your sales process, you’re likely to get the question, “Why your company rather than your competitors? What makes you better?” A sales rep who’s not prepared for this question will quickly start rattling off some good points: we’ve been in business for X years; we have great customer service; I guarantee my prices. Those are all good answers, but they don’t really separate you, and the rep over at your competitor is likely saying the same things.
A Sales Dashboard is a great tool, and you can use it to get 2018 off to a great start. Whether you hit your sales targets in 2017 or missed them by a mile, you can launch 2018 with a focused plan and a proven tool to measure your plan: The VoIP Sales Dashboard.