"Last summer our business needed more leads and more new customer sign-ups so we signed onto Tessa's coaching program. This spring we have the opposite problem -- we have so many new sales that we have to we hire techs to add capacity to the operations side of the business. Thanks Tessa!"
Each month, I hold a FREE 60-minute TeleForum on a specific technology sales topic.
August Topic
Date: Wednesday, August 25th, 2010
Time: 4:00pm EST USA (1:00pm Pacific USA, 9:00pm London, 6:00am Sydney the next day)
Topic: Powerful Presentations That Sell Technology
During this TeleForum we will be discussing:
What are the essential ingredients of your presentation of your technology solution so you maximize your chances of a sale?
What is the FBI Tool? Using this tool will ensure that your prospects remain interested and motivated to buy throughout your presentation.
How do you eliminate your competition with your presentation?
What must you know before you present or you’ll definitely be wasting their time and yours?
What is the most effective structure of a presentation of your technology solution?
What are the three things you should avoid at all costs when presenting your technology solution? These three things will consistently lose you sales.
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.
What are the essential ingredients of your presentation of your technology solution so you maximize your chances of a sale?
What is the FBI Tool? Using this tool will ensure that your prospects remain interested and motivated to buy throughout your presentation.
How do you eliminate your competition with your presentation?
What must you know before you present or you’ll definitely be wasting their time and yours?
What is the most effective structure of a presentation of your technology solution?
What are the three things you should avoid at all costs when presenting your technology solution? These three things will consistently lose you sales.
And much, much more...
September
Power Questions That Lead To Larger Technology Sales
During this TeleForum we will be discussing:
What are seven reasons why powerful questions are magical in selling your technology products and services?
What makes a question powerful so it progresses the technology sale?
When must you ask power question? Your timing is critical.
What is the 4 step — easy to remember — DIVE formula for asking questions that sell?
What are the TWO other things you must do at the same time you ask power questions? If you don’t do these two things, your questions will in fact become powerless!
And much, much more...
October
Selling Technology to Companies…and Winning
During this TeleForum we will be discussing:
What is the single most important question you must answer as fast as possible when selling to companies and why?
What are the four technology sales strategies you need to develop if you want to sell to companies?
How do you speak to decision makers so they will be interested in your technology solution?
Why should you not use your brochures and marketing materials when selling to companies?
How do you 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...
November
Customer Service Strategies That Separate You From The Rest
During this TeleForum we will be discussing:
Why will focusing on customer satisfaction alone lose you technology customers? What should you be focusing on instead?
What are the three strategies for turning your technology customers into raving fans?
What are the statistics you need to know about your technology customers so you can focus your customer service and double technology sales?
How do you generate more technology sales quickly from your customers?
What three things must you always do if you want your customers to become your technology sales force?
And much, much more...
December
Your Thoughts = Your Technology Sales Success
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 do top technology sales performers think that ensures that they are consistently top technology sales performers?
What are the causes of sales resistance and how can you eliminate sales resistance?
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?
How can you speed up a technology sale just by changing the way you think?
And much, much more...
January
A Powerful 5-Step Process for Breakthrough Sales
During this TeleForum we will be discussing:
What do you do and when so you win more sales of your technology solutions?
What is the most common sales process and why does it not work when selling technology?
What is missing from most technology sales processes which cause them to be ineffective and even repel prospects?
What step ensures your technology customers become customers for life with very little extra effort?
What are the two agreements you must get when selling technology - or you are wasting your time and theirs?
And much, much more...
February
Finding Prospects Before Your Competition
During this TeleForum we will be discussing:
Why must you find prospects before they find you or your competition?
How do you find prospects that are going to buy before your competition does?
How do you also ensure prospects contact you before they contact your competition?
Who are the prospects that you have the highest probability of selling to now?
How do you eliminate rejection when prospecting?
What three things will cause a prospect to buy from you today?
What are triggers and why must you know these?
And much, much more...
March
Power Negotiating and Getting Paid Even More Than You Are Proposing
During this TeleForum we will be discussing:
What do you say when someone asks for a discount so you get paid even more than you are proposing?
What is the single most important secret you must apply as it will dramatically increase your success at getting the price you're asking for?
When is the right and wrong time to start negotiating? Your timing to a large extent determines your success or failure when negotiating.
Before you start negotiating, what are the three things you absolutely must know about your prospect?
What is nibbling and how do you avoid being nibbled?
How do you present your pricing so you stand out from your competitors and position yourself for a higher priced sale?
How do you negotiate with price shoppers who treat you as a commodity?
And much, much more...
April
Qualifying So You Can Drive More Sales Faster
During this TeleForum we will be discussing:
What are the three filters you must put every technology prospect through?
What must you uncover when qualifying as this will dramatically increase the chances of your making a sale?
What should you not ask when qualifying as it will repel your prospect?
What is the one question you need to ask, the answer to which will speed up your technology sale?
If a technology prospect does not qualify, how do you get them to willingly become a referral source instead?
And much, much more...
May
Sell Your Value...and Not Your Products
During this TeleForum we will be discussing:
What are the two questions you MUST answer for your prospect or they'll treat your technology solution as a commodity?
What is the F.A.R. formula and how can you use it to work out your total value proposition?
What are the three key elements of value that you must sell? Chances are you are currently underselling your technology solution and only selling one of these elements.
How do you ensure that your prospect makes a value-based versus a price-based decision?
How can you speed up the sale by bringing the value of your technology solution into the conversation?
How do you communicate the value of your technology solution and what is the mistake you must avoid when doing so?
And much, much more...
June
Ten Strategies to Speed Up Sales
During this TeleForum we will be discussing:
What must you not sell as it will slow down your technology sale and decision makers won't want to talk to you?
What two questions must you ask in order to motivate your prospect to buy your technology solution from you NOW? These are the "speed questions."
What is the question you absolutely must answer for your prospect? Having an answer to this question will not only speed up the sale of your technology solution, but it will enable you to get a higher price too.
What are you probably doing that is automatically repelling your prospect and slowing down a technology sale? Most people do this without being aware of the consequences.
What does L.O.V.E stand for? This is the key to more technology sales faster with a lot less effort.
What causes a prospect to get overwhelmed and confused? Overwhelmed and confused prospects will delay and avoid buying your technology solution.
And much, much more...
July
Know Your Competition ...and Win
During this TeleForum we will be discussing:
Who is your top competitor? And it's not who you think it is.
How and when do you eliminate your top technology competitors?
What are the three areas you need to compete on which will ensure you consistently win against your technology competitors?
How and when do you set the decision criteria so they favor your technology solution over your competitors?
What are the mistakes to avoid at all costs when competing as committing them will probably cost you the sale of your technology products and services?
When should you walk away from an opportunity and decide not to compete?
What do you do when you find yourself competing on price and being treated like a commodity?