Each month, I hold a FREE 60-minute TeleForum on a specific technology sales topic.
October Topic
Date: Thursday, October 23rd, 2008
Time: 3:00pm EST USA (Noon Pacific USA, 8:00pm London, 6:00am Sydney the next day)
Topic: How To Qualify Technology Prospects So You Make More Sales Faster
During this TeleForum we will be discussing:
Why will you dramatically increase your probability of success, if you eliminate half your technology prospects right now?
What are the three filters you must put every technology prospect through?
If a technology prospect does not qualify, how do you get them to willingly become a referral source instead?
What is the one question you need to ask, the answer to which will speed up your technology sale?
And much, much more...
"I recommend Tessa to any business that's not a competitor of ours"
In the past month we have closed two major new projects with new clients. Both of these situations have been directly influenced by what we've learned from Tessa. One of these sales was to a client that we'd been unsuccessful selling to in the past and we put less effort than in the previous attempt at winning business from this client.
How to Qualify Technology Prospects So You Make More Sales Faster
During this TeleForum we will be discussing:
Why will you dramatically increase your probability of success, if you eliminate half your technology prospects right now?
What are the three filters you need to put every technology prospect through?
If a technology prospect does not qualify, how do you get them to willingly become a referral source instead?
What is the one question you need to ask, the answer to which will speed up your technology sale?
And much, much more...
November
How To Think So You Automatically Grow Your Technology Sales
As a result of Tessa's coaching and encouragement, I am reconsidering my whole philosophy of why and how I go about sales. I now know I can be authentically me in the business world.
What are the seven things NOT to BE when selling your technology products and services or you will automatically repel clients?
What are the seven things to BE when selling your technology products and services so you will automatically attract clients?
What do top technology sales performers think that ensures that they are consistently top technology sales performers?
And much, much more...
December
Customer Services Strategies To Double Technology Sales
During this TeleForum we will be discussing:
Why will satisfied technology customers not necessarily give you more business? Instead of satisfied, what do they need to be instead?
What are the simple things you can do to turn your technology customers into raving fans?
How to generate more technology business quickly with a current customer?
And much, much more...
January
How To Sell More Technology Products and Services With Less Effort
"I’ve just participated in this very interactive TeleForum and Tessa truly 'walks the talk' in helping technology companies grow sales! I highly recommend Tessa's TeleForums and her articles and look forward to reading her future book!"
The 7 sales principles to follow which will not only help you sell more of your technology products and services but they will also speed up your sale...
A simple question formula you can use so that prospects will sell themselves...
A very simple and often overlooked technique for increasing, even doubling, the value of any sale of your technology products and services...
And much, much more...
February
Power Questions That Sell Technology
I have just attended Tessa’s "Power Questions that Sell Technology" TeleForum. Tessa’s approach is very simple, straight forward, and to the point. Tessa definitely has the ability to transform complex technology sales processes into simple concepts I can easily apply to increase my sales results.
The 4 step — easy to remember — DIVE formula for asking questions that sell...
Seven reasons why questions are magical in selling your technology products and services...
Why asking questions alone does not work. There are TWO other components that must be in place if your questions are to sell your technology products and services...
And much, much more...
March
How To Present Your Technology Solution So Prospects Buy
Your information on presenting was so good I only wish I had known it before. It's so simple yet I can truly see how presenting that way will be more much more effective.
The essential ingredients of your presentation so you maximize your chances of a sale...
The FBI Tool which will ensure that your prospects remain interested and motivated to buy throughout your presentation...
How to eliminate your competition with your presentation...
And much, much more...
April
How To Ensure You Get The Price You Are Asking For Your Technology Solution — and Even More!
During this TeleForum we will be discussing:
How to handle and even eliminate all pricing objections...
The single secret that once you apply it, will dramatically increase your success at getting the price you're asking for...
What to say when someone asks for a discount so that you win the sale while maintaining your price and even increasing it...
And much, much more...
May
A Simple 5-Step Sales Process for Selling Technology Solutions
Tessa is an experienced sales trainer who provides extremely useful material and training to enable an ethical and efficient sales process that will help you win more customers and keep customers coming back for more. She definitely recommends some fundamental behaviors that improve sales of technology products.
A simple sales roadmap so you know exactly what to do and when to do it so you can win more sales of your technology solutions...
What is missing from most technology sales processes which cause them to be ineffective and even repel prospects...
The step which ensures your technology customers become customers for life with very little extra effort...
And much, much more...
June
Seven Keys to Shortening the Technology Sales Cycle and Closing
During this TeleForum we will be discussing:
The single most important question to ask which will speed up the technology sale…
What to avoid at all costs as it will significantly increase the time it takes to make a technology sale every time...
How to get your technology prospects wanting to buy from you sooner...
And much, much more...
July
How To Consistently Win Sales Against Your Technology Competitors
During this TeleForum we will be discussing:
How and when to either eliminate or recommend your top technology competitors...
The three areas you need to compete on which will ensure you consistently win against your technology competitors...
The mistakes to avoid at all costs when competing as committing them will probably cost you the sale of your technology products and services...
And much, much more...
August
Winning Strategies for Selling Technology To Companies
During this TeleForum we will be discussing:
Four technology sales strategies you need to develop and how to go about developing these...
How to speak to decision makers so they will be interested in your technology solution...
How to position yourself so you are seen as the least risk technology solution. Companies want to minimize risk and will typically choose the least risk technology vendor...
And much, much more...
September
How To Sell Technology on Value Instead of Price
During this TeleForum we will be discussing:
What are the three steps for determining the value of your technology solution?
How and when do you communicate the value of your technology solution in such a way that your prospect makes a decision based on value not price?
If you are being asked for a discount, how do you change a discounting conversation to a value conversation?
How can you speed up the sale by bringing the value of your technology solution into the conversation?
And much, much more...
Our article Three Key Strategies For Technology Companies For Handling Price Negotiations was published in the AeA TechLine Magazine and also in the WITI (Women in Technology International) Strategist newsletter.