Technology, Telecom, 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 sales professionals 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 force to be successful and meet revenue goals.
Not only do IT sales professionals need to have an in-depth understanding of the products and services they are offering, they also need the consultative selling techniques to gain trust and communicate value to C-Suite level decision makers. Successful salespeople must combine technological insights with business acumen and sales strategies in a way that gets through to customers.
How Sales Enablement Programs from The Brooks Group Can Help
IT, Technology, and Telecom Services instructor-led training programs from The Brooks Group show sales reps how to differentiate from the competition, overcome objections, develop business relationships with high-level decision makers, and shorten the sales cycle to close more deals.
A customer-focused sales methodology allows salespeople to respond appropriately to buyer situations in real time based on their unique circumstances. Your sales force will learn to recognize individual buyer styles and customer motivation, and adapt their communication approach to match each member of a buying committee during sales conversations.
With telecom and IT sales training, your sales reps will master the sales techniques to build the value of your solutions 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:
Increased Sales Performance in IT, Technology, and Telecommunications Services Depends on 3 Key Anchors
The first step in successful technology sales training programs is making sure the right people are in place to do the job. TriMetrix assessments help 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 offerings. Training is customized to incorporate industry challenges and terminology and gives sellers the skills needed to improve prospecting, consult with opportunities, build value, and sell more at higher margins.
A telecom or IT sales training program must be met with consistent coaching and reinforcement from sales leaders in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training and ensure that sales 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 use emotional intelligence techniques to 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 status quo and fear of change. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects.