Overview

So there you have it, my absolute best thinking on How to Compete and Win in the Telecommunications Industry. I ve (hopefully) convinced you that telecommunications is the place to be at this moment in time because:

• It is a rapidly growing, evolving industry an industry characterized by favorable regulatory, legislative and judicial rulings.

• The rapidly changing technological trends create all kinds of career and especially sales career opportunities.

• The convergence of computers and communications, and the proliferation of companies in the local, long distance, wireless, equipment, networking, and Internet areas make it an exciting arena to work in.

• I ve shown you the secret to selling success in the Telecommunications Industry through my proven-effective eight-step sales process.

With regard to PROSPECTING, you learned the best types of prospecting, and the factors that would prompt someone to want a new telecommunication system or services, but because most salespeople hate prospecting, you ve learned the best way to avoid it altogether and still be successful.

With regard to your FIRST APPOINTMENT, you learned the danger of applying generic sales training techniques to the principles of selling in the telecom industry. You know that decisions are based solely on product, price, and service, and that you must position yourself for the long term. Any attempt to qualify too heavily, attempt to manipulate the sale, or close too early will be met with resistance and failure.

If the initial meeting has gone well, you moved on to QUALIFYING, and you learned all about the...