Compete & Win in the Telecom Sales: A Step-by-Step Guide for Successful Selling
A guide for veterans and rookies who want to refine their skills and gain an edge in selling telecom products and services.
TABLE OF CONTENTS Compete & Win in the Telecom Sales: A Step-by-Step Guide for Successful Selling
Chapter 6: Step 4 Fact-Finding
This chapter is all about fact-finding. The needs analysis probing and surveying that allows you to establish what your prospect s telecommunication needs, problems and concerns are all about. In other words, acquiring insight into how your prospective customer communicates with the outside world.
You will learn how to develop a complete understanding of your prospects and their wants and needs so that you can provide intelligent answers to any of their telecommunication concerns.
Review
I d like to begin by once again reminding you of how this book works. Each chapter builds upon the earlier chapters. Selling is a process, so I want to caution you about reading this chapter on fact-finding unless you have read the preceding chapters.
Let me share with you a short story that illustrates exactly what I mean.
Re-Fueling Story
As a junior officer on the U.S. Navy Destroyer USS Preston (DD-795) in Vietnam, one of my responsibilities was to supervise the forward re-fueling station. You see, off the coast of Vietnam in the Gulf of Tonkin, it was necessary for our Destroyer to go almost every day alongside other ships for the purpose of refueling, re-arming, and re-supplying.
If you haven t seen this, or are not familiar with this exercise, here s how it works. The aircraft carrier, tanker, ammo ship, or supply ship would steam along at a steady 15 knots, on a steady course. Our destroyer would approach from the stern, and usually come up on the other ship s starboard side, staying...
Copyright Philip Max Kay 2001 under license agreement with Books24x7
