Technology, Telecommunications, and IT Sales Training
Stay Agile in a Customer-Led Sales Landscape and Establish Strategic Relationships with Buyers
Sales Challenges in the IT Services Industry
No other industry changes as rapidly as the technology sector. Your IT Services salespeople must keep up with a constantly shifting selling environment, and customers who are more educated and savvy than ever before. Long sales cycles, large buying committees, and competition from lower-priced offshore providers are just a few of the hurdles that must be dealt with for your sales organization to be successful.
Not only do IT sales reps need to have an in-depth understanding of the products and services they are offering, they also need the consultative selling skills to gain trust and communicate value to C-Suite level decision makers. To truly be successful, salespeople must combine technological insight with business acumen in a way that gets through to customers.
How The Brooks Group Can Help
IT, Technology, and Telecommunications Services sales training programs from The Brooks Group show sales representatives how to differentiate from the competition and establish strategic business relationships with high-level decision makers. A customer-focused sales process allows salespeople to respond appropriately to buyer situations in real time, based on their unique circumstances. Your team will learn to recognize individual buyer styles, better understand customer motivation, and execute the most effective communicate approach with each member of a buying committee.
Your salespeople will master the skills to build the value of your solution and sell consistently at premium prices-even as competition increases and budgets get leaner.
The Brooks Group has partnered with these industry-leading companies and more:
Sales Sustainability and Increased Performance in IT, Technology, and Telecommunications Services Depends on These 3 Key Anchors
The first step in a successful sales training initiative is making sure the right people are in place to do the job. TriMetrix assessments identify talent matched for the position, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products. Training is customized to incorporate industry challenges and terminology and gives sellers the skills needed to consult with opportunities, build value, and sell more at higher margins.
A sales training program must be met with consistent coaching and reinforcement from sales management in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that reps don’t revert back to old habits.
With Information Technologies Sales Training from The Brooks Group your team will learn to:
Take a Buyer-Focused Approach
To excel in this rapidly changing, customer-led sales landscape, your salespeople must fully understand the buyer and the ins-and-outs of their organization. They’ll learn consulting strategies to gain the trust of prospective clients and achieve strategic advisor status.
Navigate Larger Buying Committees
Today’s complex selling environment involves multiple decision makers and C-Level leaders concerned with technology and business results. Your reps will learn to identify unique behavior styles and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Selling intangible tech solutions requires expert value-building skills and the ability to help buyers overcome the fear of change. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects.
Your sales team must be able to combine technical expertise with consultative selling skills and convince high-level decision makers of the value your tech service will bring to their organization.
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