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THE NEED FOR WIRELESS DATA SALES
TRAINING
Selling wireless voice products and services requires the frontline
salesperson to cover and communicate five different components
with every sale:
1. The phone and accessories
2. The service provider
3. The underlying technology
4. The rates and service plan
5. The carrier’s most recent promotion
Selling wireless data products and service, whether B2B or through
retail, adds complexity to the sale:
1. Wireless data technology and capabilities
2. Applications
3. Software
4. Wireless Internet content
5. Advanced wireless data devices
6. Development of customized ROI for each prospective enterprise
To be successful your salespeople
must know how to integrate all eleven components into a compelling
story that offer their customers meaningful reasons to buy.
To determine if your sales representatives can benefit from Wireless
Experience training programs, answer the following questions:
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Can they identify their best wireless data prospects?
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Will they ask the questions that help their prospects discover
the advantages of wireless data deployment in their companies?
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Are they prepared to develop a comprehensive wireless data
needs analysis for the prospect?
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Do they know how to create compelling solution-based presentations?
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Are they able to analyze the financial impact (ROI) of deployment
of wireless data solutions within an enterprise?
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Can they anticipate and effectively handle objections to
wireless data solutions or technology?
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Do they know the strengths and weaknesses of their competitors’ offers?
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Will they close new wireless data business that increases
your activations, increases your ARPU, reduces your COA,
and accelerates your payback?
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Do they know how to cement profitable, long-term relationships
with your customers?
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“Wireless carriers have spent billions of dollars on building their infrastructure
and enhancing network services in order to deliver wireless data capabilities
to the public. Yet, training the frontline salespeople who will be selling these
products and services is all too often an after-thought,” says Edmond Legum.
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